FedCiv Account Executive - Financial Regulatory & SSA

Elastic, the Search AI company, is looking for a high-energy Enterprise Account Executive to drive net-new revenue and expansion within strategic Enterprise accounts. You'll be the owner of a defined territory where you'll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model.

In this role, your focus areas will center on Federal Civilian agencies, specifically targeting the Social Security Administration (SSA) and Federal Financial Regulatory Agencies. 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.

Responsibilities

• Own your territory & build pipeline: Develop and execute a proactive outbound cadence that generates ≥50% of your booked opportunities.
• Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC.
• 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 maintain ≥90% forecast accuracy.
• Executive negotiation & closing: Lead high-stakes contract and pricing discussions.
• Domain & cloud acumen: Position Elastic as the Search AI platform of choice.
• Cross-functional partnership: Work with Solutions Architects, Customer Success, Marketing, and RevOps.

Requirements

• Proven SaaS quota-carrying success with 5+ years of experience closing complex Enterprise deals.
• Demonstrated track record of selling enterprise software into Federal Civilian agencies.
• Expert discovery & qualification skills.
• Compelling value storytelling and demo skills.
• Strong negotiation chops.
• Technical & cloud fluency.
• Collaborative mindset & coachability.
• Open Source enthusiasm.

Compensation

• The typical starting OTE range for new hires in this role is $188,800-$298,700 USD.
• The typical starting salary range for this role is $94,400-$149,400 USD.
• The typical starting Target Variable range for this role is $94,400-$149,300 USD.

Benefits

• Competitive pay.
• Health coverage for you and your family.
• Flexible locations and schedules.
• Generous number of vacation days.
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.