Account Executive Public Sector

Elastic

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, is looking for a high-energy Enterprise Account Executive to drive net-new revenue within strategic Enterprise accounts. You’ll be the owner of a defined territory where you’ll build your own 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 our 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 so you chase only 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 your value, structure give/get trades, and land multi-year consumption commitments. * Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. * Cross-functional partnership: Work hand-in-glove 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 Enterprise 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 a broad range of technical topics including 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. If you’re driven to build your own pipeline, master complex deal cycles, and help customers unlock the power of Search AI, we’d love to talk. Apply today! Compensation for this role is in the form of base salary plus a variable component. At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets. The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position. The typical starting On-Target Earnings range (Base Salary + Variable) for this role is: €161.400—€255.300 EUR 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.

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. What you will be doing: We are looking for exceptional individuals to expand our network within public sector organizations across EMEA. In this role, you will: * Independently manage the full sales cycle from initiation to close – assisting leading public sector organizations in EMEA in the age of AI. * Collaborate cross-functionally with product, engineering, and legal teams to ensure our platform aligns with client needs and continues to develop at the highest pace. * Build trusted relationships with key decision-makers and stakeholders, addressing their pain points with tailored solutions. * Deliver impactful product demonstrations and presentations to drive engagement and adoption. * Contribute to the refinement of our account acquisition and management strategies and processes, documenting best practices to scale effectively. What Will Help You Thrive * Have a proven track record of 3-5+ years’ experience in B2B sales, Go-to-Market strategies, or a comparable role in a top-tier consultancy, prestigious law firm, or industry-leading organization. * Have first-hand experience working with public sector institutions, through consulting, tech sales or prior employment within the public sector * Show perseverance and the ability to adapt and overcome challenges while staying aligned with your goals. * Take clear responsibility of driving quota, hitting business targets and putting the outcome of the company first * Are naturally inquisitive, seeing every challenge as an opportunity to learn and grow. * Exhibit genuine openness to feedback, valuing the insights of others, and recognizing the importance of continuous improvement. * Have a deep enthusiasm for the public sector and share our vision of revolutionizing professional work through cutting-edge solutions. * Demonstrate a founder-like mindset, tackling obstacles with initiative and creating scalable systems for growth. Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.

ElevenLabs

ABOUT ELEVENLABS ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: * ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. * ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. * ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. HOW WE WORK * High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. * Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. * AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. * Excellence everywhere: Everything we do should match the quality of our AI models. * Global team: We prioritize your talent, not your location. WHAT WE OFFER * Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. * Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. * Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. * Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. * Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. * Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. About the role We're looking for a highly motivated, experienced and self-starter Account Executive who is passionate about voice technology and how it is transforming the public sector in the Middle East region. We don't just sell a product or custom-level solutions; we partner with governments and public sector entities to help them deliver new citizen and resident experiences, national AI initiatives, and voice services at scale with our breakthrough voice technology. In this role you will: * Build and manage a growing portfolio of government and public-sector accounts across the Middle East such as ministries, government-linked entities, sovereign-backed programs, and national AI initiatives, to help ElevenLabs meet its revenue goals. * Own complex government engagements end-to-end: navigating public procurement cycles, tenders and RFPs, security and data-residency reviews, and multi-stakeholder approvals, while managing delivery expectations alongside our Engineering and Deployment teams. * Identify new business opportunities that align with ElevenLabs' product offering and roadmap, particularly where national digital-transformation and AI strategies intersect with voice AI. * Generate leads, negotiate contracts, and close sales in collaboration with internal teams, while acting as a trusted advisor to senior government stakeholders on compliance, localization, and responsible AI deployment. * Be responsible for KPI and sales performance tracking, providing weekly updates to the wider ElevenLabs team Who you are We're looking for exceptional individuals who combine technical excellence with ethical awareness, who are excited by hard problems and motivated by human impact. You’ll strive with us if you: * Are passionate about audio AI driven by a desire to make content universally accessible and breaking the frontiers of new tech. * Are a highly motivated and driven individual with a strong work ethic. Our team is aware of this critical moment of audio AI evolution and is committed to going the extra mile to lead. * Are analytical, efficient, and strive on solving complex challenges with a first principles mindset. * Consistently strive for excellence, delivering high-quality work quickly and exceeding expectations. * Take initiative and work autonomously from day one, prioritizing learning and contribution while leaving ego aside. What you bring: * Proven track record of meeting and exceeding sales targets in a fast-paced environment, with +10 years of sales experience in a SaaS or enterprise technology organization. * Demonstrated prior experience selling AI or advanced technology solutions to governments in the Middle East, with real deals navigated through public procurement, tendering, and vendor-registration processes. * Deep understanding of government requirements and regulations in the region including data sovereignty and residency, cloud and cybersecurity frameworks, procurement law, and localization mandates, and the ability to translate these into compliant deal structures. * Excellent communication and interpersonal skills, with the ability to build and maintain trusted relationships with stakeholders at all levels: from technical evaluators to ministerial leadership, combined with a hybrid customer- and product-driven mentality that priotizes client satisfaction and scale. * Expertise in, or willingness to learn everything about, the Voice AI industry and how ElevenLabs' solutions map to public-sector use cases (citizen services, accessibility, media, education, contact centers). Plus: Professional proficiency in Arabic