Job description

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 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, people, and government agencies. The Elastic Search AI Platform, used by more than 50% of the Fortune 500 and across major federal departments, brings together the precision of search and the intelligence of AI to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting critical information — Elastic’s complete, cloud-based solutions for Search, Security, and Observability help public sector organizations deliver on the promise of AI and Zero Trust modernization. Elastic is seeking a dynamic Federal Account Executive . As an integral part of our growth strategy, you will play a key role in growing our presence within the United States Department of Treasury (USDT) customer accounts. This is an opportunity for those who are passionate about empowering Public Sector organizations through ground breaking AI powered search technology and analytics, enabling them to unlock the full potential of their data. The Opportunity Joining our GEO of the Year winning team, Elastic is seeking a dynamic Federal Account Executive to lead and scale our footprint within the United States Department of the Treasury (USDT) and its key sub-agencies, with a heavy emphasis on the Internal Revenue Service (IRS), Office of the Comptroller of the Currency (OCC), Bureau of the Fiscal Service, and the U.S. Mint. This is an extraordinary opportunity for a quota-crushing federal seller to drive massive adoption of AI-powered search, log analytics, SIEM, and observability across critical government mission sets. You will lead high-visibility pursuits to modernize legacy IT and security footprints, help agencies comply with federal logging and security mandates (such as OMB M-21-31), and displace expensive, legacy SIEM and monitoring vendors across the Treasury ecosystem. What You Will Do 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. What You Bring Proven Track Record: Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies. Deep Treasury & IRS Knowledge: 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. Domain Expertise: Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures. Value-Based Seller: Adept at navigating both technical teams (developers, SOC analysts) and executive decision-makers (CXOs, Program Managers, Procurement). Forecasting Discipline: Consistent history of accurate pipeline management and sales forecasting using Salesforce (SFDC). Open Source Appreciation: 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. Bonus Points 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. If you are eager to run with the top Public Sector team in the business, displace legacy tech, and solve mission-critical federal problems through Search AI—we want to hear from you! 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. The typical starting salary range for this role is: $113,300 — $179,200 USD The typical starting Target Variable range for this role is: $113,200 — $179,100 USD The typical starting On-Target Earnings (OTE) range for this role is: $226,500 — $358,300 USD Additional Information - We Take Care of Our People 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. Competitive pay based on the work you do here and not your previous salary 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 Increase your impact - 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 Embracing parenthood with minimum of 16 weeks of parental leave 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 candidate_accessibility@elastic.co . 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. Please see here for our Privacy Statement.

Requirements

Must-haves

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.
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.
Proven Track Record: Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies.
Deep Treasury & IRS Knowledge: 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.
Domain Expertise: Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures.
Value-Based Seller: Adept at navigating both technical teams (developers, SOC analysts) and executive decision-makers (CXOs, Program Managers, Procurement).
Forecasting Discipline: Consistent history of accurate pipeline management and sales forecasting using Salesforce (SFDC).
Open Source Appreciation: 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.

Nice-to-haves

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.
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.
Competitive pay based on the work you do here and not your previous salary
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - 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
Please see here for our Privacy Statement.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiawsazuregcp

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Vision

401k

Parental Leave