Federal Account Executive
Elastic
Federal Account Executive
Elastic
Searches enterprise data and monitors systems
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.
Elastic is seeking a dynamic Federal Account Executive. As an integral part of our growth strategy, you will play a key role in driving our expansion and net-new revenue within the United States Postal Service (USPS) and related logistics, operational, and civilian stakeholder ecosystems. This is an opportunity for a high-performing public sector sales professional passionate about empowering large-scale civilian operations through groundbreaking AI-powered search, analytics, and security technology, enabling them to unlock the full potential of massive, distributed mission data.
Joining our GEO of the Year-winning Public Sector team, Elastic is seeking a results-oriented Federal Account Executive to lead and scale our footprint across the United States Postal Service (USPS)—one of the largest, most technologically complex, and highly distributed enterprise logistics networks in the world.
This is an extraordinary opportunity for a quota-carrying federal seller to drive large-scale adoption of AI-powered search, log analytics, SIEM/XDR, and full-stack observability across mission-critical postal operations, package tracking, digital infrastructure, and inspection services. You will spearhead high-visibility pursuits to modernize legacy IT environments, ensure high system availability for vital national logistics platforms, help postal IT and security leadership comply with federal mandates (including Zero Trust and OMB M-21-31), and displace costly, incumbent SIEM and legacy monitoring tools across the USPS infrastructure.
Drive Strategic Adoption: Expand the footprint of Elastic’s Search AI, Observability, and Security solutions across key USPS directorates, including IT Operations, Enterprise Analytics, Supply Chain/Logistics Systems, and the USPS Office of Inspector General (OIG) / Postal Inspection Service (USPIS).
Capitalize on Competitive Displacements: Execute disciplined land-and-expand strategies to replace legacy monitoring and SIEM providers (e.g., Splunk), empowering USPS to dramatically lower total cost of ownership (TCO) while operating at unprecedented scale.
Act as a Trusted Advisor: Partner closely with postal leadership, enterprise architects, network operations, and CISO/CIO teams to solve critical operational bottlenecks using AI-driven search, real-time log ingestion, application performance monitoring (APM), and threat detection.
Execute Complex FedCiv Sales Cycles: Uncover whitespace and program funding, navigate agency-specific procurement vehicles and federal schedules (GSA, NASA SEWP, agency BPAs), and manage multi-stakeholder sales cycles from initial discovery through contract award and consumption expansion.
Master Mutual Deal Strategy & Qualification: Apply rigorous sales qualification frameworks (e.g., MEDDPICC) to build repeatable close plans, accurately forecasting quarterly and annual performance in Salesforce (SFDC) within ±10%.
Build Strategic Ecosystem Coalitions: Build comprehensive pursuit plans aligned with key Federal Systems Integrators (FSIs), postal prime contractors, VARs, and hyperscale cloud partners (AWS, Azure, GCP) to accelerate deal velocity.
Champion the Elastic Model: Articulate the business and mission value of Elastic’s commercial features, managed services, and FedRAMP authorized cloud environments while leveraging our foundational open-source roots and developer community.
Proven Federal Quota-Carrying Success: 5+ years of closing complex, multi-stakeholder enterprise deals selling software, SaaS, or consumption-based cloud solutions into Federal Civilian (FedCiv) or quasi-governmental enterprise environments, with a consistent history of quota overachievement.
Direct USPS / Civ Agency Experience: Prior track record selling into the United States Postal Service (USPS) or closely adjacent large-scale civilian logistics/operations environments, with established relationships among postal buyers, decision-makers, and key delivery primes.
Technical & Domain Fluency: Strong functional understanding of Enterprise Search, Log Analytics, SIEM/SOC operations, APM, Observability, and hybrid-cloud/distributed architectures.
Value-Based Storytelling: Exceptional ability to translate complex technology capabilities into real-world business outcomes—mapping Search AI directly to reduced downtime, risk mitigation, fraud prevention, and operational efficiency.
Procurement & Contract Acumen: Proven ability to structure and negotiate multi-year, multi-million-dollar contracts, navigate federal procurement pathways, and partner with channel ecosystems.
Predictable Pipeline Management: Discipline in self-sourcing pipeline, maintaining active pipeline coverage (≥3–4x), and driving disciplined CRM hygiene.
Collaborative & Coachable Mindset: A team-first seller who partners seamlessly with Solutions Architects, Customer Success, Legal, and RevOps to orchestrate cohesive account pursuits.
Career Growth & Stability: A demonstrated track record of career progression, sustained tenure, and proven dependability within technology sales organizations.
Direct experience displacing legacy SIEM platforms (e.g., Splunk, QRadar) or legacy APM/infrastructure tools in large federal civilian or enterprise accounts.
Familiarity with federal security frameworks, Zero Trust architectures, OMB M-21-31 logging compliance, and FedRAMP cloud deployments.
Existing relationships within the major prime contractors and technology integrators supporting USPS IT and logistics infrastructure.
Prior experience with open-source software, developer-led motions, or consumption/usage-based commercial models.
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.
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.
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected]. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
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The typical starting salary range for this role is: 94400 - 149400 USD
The typical starting Target Variable range for this role is: 94400 - 149300 USD
The typical starting On-Target Earnings (OTE) range for this role is: 188800 - 298700 USD
Elastic builds search, observability and security software for developers, IT operations teams and security analysts. Elasticsearch indexes enterprise data so applications can retrieve records, while Kibana gives teams dashboards for exploring results and investigating system activity. Customers use the tools to search business information, monitor applications and infrastructure, and investigate threats across their data. Elastic sells managed cloud services and self-managed subscriptions, with resource-based hosted pricing, usage-based serverless pricing and licenses tied to nodes and memory. Founded in 2012, Elastic lists San Francisco, California, as its headquarters.
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