Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI
What Is The Role We are building a new Inside Account Executive team focused on capturing opportunities in uncovered accounts within the Public Sector market. In this role, you will drive new business development, develop relationships with State/Local government agencies and Educational institutions or Federal Civilian agencies, and play a key part in our growth strategy
What You Will Be Doing Develop and implement a proactive outreach strategy to build your pipeline and generate new business opportunities
Conduct thorough discovery to uncover customer needs, business impacts, and budget considerations using frameworks like MEDDPICC
Deliver tailored presentations and product demonstrations that connect our solutions to the specific challenges faced by public sector clients
Collaborate with customers to create formal close plans and maintain accurate forecasts in your CRM
Lead contract negotiations, effectively communicate value, and secure long-term commitments from clients
Cross-Functional Collaboration: Partner with internal teams to ensure seamless customer experiences and accelerate deal closures
What You Bring 3+ years of successful sales experience, ideally in the Public Sector, with a proven track record of exceeding targets
Strong ability to apply discovery frameworks to prioritize high-potential opportunities
Experience in delivering impactful presentations that demonstrate the value of our solutions
Proven success in negotiating contracts and closing deals
Collaborative attitude with a focus on community and openness, valuing feedback and partnership
Bonus Points Experience selling to the Public sector and familiarity with its procurement processes
Background in open-source or developer-centric environments
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are bas