Opportunity at
ElasticAccount Executive Federal Civilian (Financial Regulatory & SSA)
This full-time, on-site Account Executive role centers on Federal Civilian agencies, namely SSA (Social Security Administration) and federal financial regulators. The person in this role owns…
Career Tools
About This Role
This full-time, on-site Account Executive role centers on Federal Civilian agencies, namely SSA (Social Security Administration) and federal financial regulators. The person in this role owns a defined territory, builds their own pipeline, and closes complex, multi-stakeholder deals on a consumption-based model. The role centers on driving new revenue and expansion in strategic Enterprise accounts. Responsibilities include a proactive outbound cadence by email, phone, and social channels, with a goal…
Job Description
This full-time, on-site Account Executive role centers on Federal Civilian agencies, namely SSA (Social Security Administration) and federal financial regulators. The person in this role owns a defined territory, builds their own pipeline, and closes complex, multi-stakeholder deals on a consumption-based model.
The role centers on driving new revenue and expansion in strategic Enterprise accounts. Responsibilities include a proactive outbound cadence by email, phone, and social channels, with a goal of generating at least half of booked opportunities. The job also involves custom storylines and live product demos that tie Elastic's search, observability, and security offerings to quantifiable business results, and building formal close plans with customers.
The posting sets a forecast target of at least 90% accuracy, within plus or minus 10%, and asks the seller to lead pricing and contract talks that secure multi-year consumption commitments. It asks for five or more years of closing complex enterprise deals, a history of selling enterprise software into SSA or federal financial regulators, and skill with MEDDPICC or a similar qualification framework. The posting describes the position as sitting where selling, technical know-how, and cross-team collaboration meet.
Responsibilities
- Build a territory pipeline through a proactive outbound cadence, aiming for at least 50% of booked opportunities
- Create custom storylines and product demos that connect Elastic's search, observability, and security offerings to business results
- Build formal close plans with customers and keep the CRM current, targeting at least 90% forecast accuracy within plus or minus 10%
- Lead high-stakes contract and pricing talks, structure give-and-get trades, and secure multi-year consumption commitments
- Use MEDDPICC or a similar method to focus on high-confidence deals and drop low-probability ones
- Work with internal teams and take in feedback to move deals forward
Requirements
- Five or more years closing complex enterprise deals, with consistent quota overachievement in consumption-based or usage-model environments
- Experience selling enterprise software to Federal Civilian agencies, namely SSA or federal financial regulators
- Ability to apply MEDDPICC or an equivalent framework to drive disciplined pipeline
- Track record of executive-level presentations and demos tied to savings, revenue gained, or risk reduction
- Strong negotiation skills with multi-year, high-value contracts and executive buy-in
- Technical and cloud fluency across observability, security, vector and classic search, and cloud spend optimization
- Collaborative mindset and openness to coaching
Qualifications
- Earlier work at an open-source company or a developer-focused infrastructure firm would count as a bonus
- Real interest in open-source communities and Elastic's model, with selling or advocacy in that space a plus
Core Skills
Benefits
- Eligibility for Elastic's stock program
- 401(k) employer match, dollar for dollar, capped at 6% of eligible pay
- Pay set by the role itself rather than by past earnings
- Health coverage for employees and families in many locations
- Flexible scheduling options for many roles
- Generous annual vacation allowance
- Match of up to $2,000 for financial donations and service, plus up to 40 volunteer hours per year
- Parental leave of at least 16 weeks
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this role located?
The listing gives the location as United States and marks the role as on-site. The posting does not name a specific city.
Is this role remote?
No. The posting lists the role as on-site.
What is the pay for this role?
The posting gives a typical starting base salary of $113,300 to $179,200 USD and a target variable of $113,200 to $179,100 USD. The typical on-target earnings range is $226,500 to $358,300 USD, with base and variable pay split evenly.
What experience does the employer look for?
The posting asks for five or more years closing complex enterprise deals and experience selling into SSA or federal financial regulators. MEDDPICC or a similar method is also expected.
Sample Interview Questions
AI-generated questions tailored to this specific role — a preview of the full practice set.