At a Glance
- Tasks: Drive revenue growth in key government departments and close complex deals.
- Company: Join Elastic, a leading Search AI company transforming data into actionable insights.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional development.
- Other info: Collaborative environment with a focus on community and open-source values.
- Why this job: Be at the forefront of AI technology and make a real impact in the public sector.
- Qualifications: 5+ years in SaaS sales with proven success in public sector deals.
The predicted salary is between 80000 - 90000 £ per year.
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.
Elastic is looking for a high-energy Public Sector Account Executive to drive net-new revenue and expansion within key strategic government departments. You’ll own a defined territory, build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment.
What You Will Be Doing
- Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50 % of your booked opportunities.
- Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals.
- Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes.
- Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90 % forecast accuracy within ±10 %.
- Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments.
- Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures.
- Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes.
What You Bring
- Proven SaaS quota-carrying success: 5+ years closing complex Public Sector deals, consistently overachieving targets in a consumption-based or usage-model environment.
- Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals.
- Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated.
- Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in.
- Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization.
- Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness.
- Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context.
- Experience with DWP AND/OR HMRC.
Bonus Points
- Prior experience at an open-source or developer-centric infrastructure company.
- Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.
Additional Information
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co.
Public Sector Account Executive employer: WinsAbove
Elastic is an exceptional employer that fosters a dynamic and inclusive work culture, empowering employees to thrive in their roles. With a strong focus on professional growth, team collaboration, and innovative solutions, Elastic offers unique opportunities for career advancement while working with cutting-edge technology in the heart of the public sector. Employees benefit from a supportive environment that values open-source contributions and encourages a proactive approach to problem-solving, making it a rewarding place to build a meaningful career.
