Note: The job is a remote job and is open to candidates in USA. Elastic is hiring a Federal Account Executive to grow adoption of its Search AI, Security, and Observability solutions across the U.S. Department of the Treasury and associated agencies. The role leads complex federal sales pursuits, develops agency and partner relationships, and drives competitive displacements and account expansion.

Responsibilities

• Drive Strategic Adoption: Expand the adoption of Elastic’s Search AI, Security, and Observability solutions within the Department of the Treasury, IRS, and associated financial regulatory bureaus
• Capitalize on Competitive Displacements: Execute land-and-expand strategies to replace legacy SIEM and monitoring providers (e.g., Splunk), helping agencies lower total cost of ownership (TCO) while meeting critical federal security and logging mandates
• Act as a Trusted Advisor: Work closely with agency leaders, enterprise architects, and CISO/CIO teams to solve complex mission challenges through AI-powered search, log analytics, APM, and threat hunting
• Execute Complex FedCiv Sales Cycles: Proactively identify new programs, navigate federal procurement pathways (GSA, NASA SEWP, agency-specific IDIQs), and manage matrixed sales pursuits from lead to close
• Champion the Elastic Model: Articulate the immense value of our commercial features and cloud offerings while leveraging our open-source roots and vibrant community ecosystem
• Build Ecosystem Coalitions: Develop comprehensive territory plans utilizing systems integrators, VARs, cloud partners (AWS, Azure, GCP), and federal channel programs to accelerate deal velocity and account expansion

Skills

• Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies
• Direct experience selling into The Department of the Treasury and/or the Internal Revenue Service (IRS), with established relationships among agency buyers and key system integrators
• Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures
• Adept at navigating both technical teams (developers, SOC analysts) and executive decision-makers (CXOs, Program Managers, Procurement)
• Consistent history of accurate pipeline management and sales forecasting using Salesforce (SFDC)
• Enthusiasm for the open-source software model and the community that relies on our technology
• Consistent Career Growth demonstrating a strong track record of career stability, meaningful tenure, and sustained progression within organizations
• Experience selling against legacy SIEM providers (e.g., Splunk, QRadar) or monitoring solutions in federal environments
• Deep understanding of federal security frameworks, OMB mandates (M-21-31, Zero Trust), and FedRAMP cloud deployments
• Existing network within Treasury's prime contractor ecosystem

Benefits

• Eligible to participate in Elastic's stock program
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• 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
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Minimum of 16 weeks of parental leave

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