Inside Account Executive

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 based on a 50/50 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $65,600—$103,700 USD The typical starting Target Variable range for this role is: $65,500—$103,600 USD The typical starting On-Target Earnings (OTE) range for this role is: $131,100—$207,300 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to

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 for experience selling to the Public sector and familiarity with its procurement processes. Background in open-source or developer-centric environments.

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.