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.