🛠 Tech Stack

💼 About This Role

You'll own a defined territory driving net-new revenue in strategic government departments. You'll build your own pipeline, tell the Elastic Search AI story, and close complex multi-stakeholder deals. This role is critical to our growth in the Enterprise segment.

🎯 What You'll Do

• Develop and execute proactive outbound cadence generating 50%+ of booked opportunities
• Uncover pain, business impact, budget, and decision criteria using MEDDPICC framework
• Craft and deliver tailored narratives and live demos mapping product capabilities to outcomes
• Lead high-stakes contract and pricing discussions, landing multi-year commitments

📋 Requirements

• 5+ years closing complex Public Sector deals in consumption-based model
• Expert discovery qualification skills applying MEDDPICC or equivalent frameworks
• Track record of delivering executive-level presentations and demos tying to dollars saved
• History of landing multi-year high-ACV contracts while protecting margin

✨ Nice to Have

• Prior experience at open-source or developer-centric infrastructure company
• Familiarity with observability or security analytics use cases

🎁 Benefits & Perks

• 💰 Competitive pay based on role, not previous salary
• 🏖️ Generous vacation days each year
• 👶 16+ weeks parental leave
• 💡 Match up to $2000 for donations and volunteering
• ⏰ Flexible schedules and location arrangements

📨 Hiring Process

Estimated timeline: 3-5 weeks · AI estimate

1. 1Recruiter Screen· 30 min
2. 2Hiring Manager Interview· 45 min
3. 3Technical/Product Demo· 60 min
4. 4Executive Interview· 45 min