Public Sector Account Executive

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. Overview Elastic is looking for a high-energy Public Sector Account Executive to drive net-new revenue and expansion within key government departments across Italy. You will own a defined territory, build your pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration and is critical to growth in the Enterprise segment. What You Will Be Doing Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC to focus on the highest-confidence deals. 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 keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. Executive negotiation & closing: Lead high-stakes contract and pricing discussions, defend value, structure give/get trades, and secure multi-year consumption commitments. Domain & cloud acumen: Position Elastic as the Search AI platform of choice by discussing cloud economics, usage-based pricing, and modern data architectures. Cross-functional partnership: Work closely with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring Proven SaaS quota‐carrying success: 5+ years closing complex Public Sector deals, consistently overachieving targets in a consumption-based or usage-model environment. Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. Technical & cloud fluency: Comfortable discussing observability, security, vector/traditional search, and cloud cost optimization. Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model; bonus if you’ve sold or advocated in an OSS context. Bonus Points Prior experience at an open-source or developer‑centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Additional Information We take care of our people. As a distributed company, Elastic values diversity and supports a healthy work-life balance. Benefits vary by region, with a focus on parity wherever possible. Competitive pay based on the work you do here and not your previous salary Health coverage for you and your family in many locations Flexible locations and schedules for many roles Generous vacation days Matching charitable donations up to $2,000 (or local currency equivalent) Up to 40 hours per year for volunteer projects Parental leave supporting families Elastic is an equal opportunity employer and is committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, disability status, or any other basis protected by law. To request an accommodation during the application or recruiting process, please email We respond within 24 business hours. See our Privacy Statement for more information. #J-18808-Ljbffr