Sales Sector Lead - 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 Analytics company, is seeking a dynamic Public Sector Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. We are seeking a Public Sector Account Executive dedicated to evangelising and extending elastics footprint within the NHS as a priority. In this role, you will own the full sales cycle—from cold outreach to close—focused  on acquiring new logos and working with existing health customers to help solve more of their problems using elastic. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth. What You Will Be Doing * Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones. * Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. * 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. * Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face. * Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings. * Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently. * Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. * Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles. * Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. * 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 * The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. * Proven Track Record: Success in SaaS subscription sales within the NHS, evidenced by overachievement. * Mindset: Pure focus on acquiring new logos with a record to prove it.  * Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical. * Executive negotiation & closing: Lead high-stakes contract and pricing discussions * Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. * Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. * Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. * Ability to create alignment across teams to accelerate deals * AI Mindset: Use new technologies for performance advantage and deal structuring * Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions   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.

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.   Our Public Sector Account Executives thrive on curiosity, energy, and the challenge of solving some of government’s most complex problems. They build and cultivate strategic relationships across departments, bringing customer-centric ideas and solutions that help organisations unlock the value of their data while strengthening security and delivering better digital services to citizens. This role requires individuals who are motivated by impact and mission outcomes, capable of navigating complex environments, and passionate about helping government organisations make better decisions through data. Our Account Executives combine commercial drive with intellectual curiosity, working closely with technical leaders, policy owners, and operational teams to identify opportunities where Elastic’s Search AI, Observability, and Security capabilities can deliver meaningful outcomes. What You Will Be Doing * Proactively generate and develop pipeline through a disciplined multi-channel, multi-touch prospecting approach. * Act as a hunter, identifying new opportunities across departments and agencies and building relationships with both senior leaders and technical practitioners. * Lead structured discovery conversations to understand mission needs, data challenges, and operational priorities within government organisations. * Position Elastic’s capabilities across Search AI, Observability, and Security to help departments improve digital services, strengthen security posture, and unlock the value of their data. * Work closely with solutions architects, partners, and customer success teams to develop strategies that address complex public sector challenges. * Expand Elastic’s footprint within accounts through strategic land-and-expand motions, identifying new use cases and opportunities. * Maintain accurate pipeline management and forecasting within Salesforce. * Collaborate across Elastic teams to ensure we deliver meaningful outcomes for customers and grow our presence across government. What We Are Looking For * 3 years + Experience selling into the UK Public Sector, ideally with exposure to central government departments, with a focus on the DWP. * A hunter mentality with strong energy, resilience, and drive to build pipeline and create new opportunities. * Curiosity and creativity in tackling complex government challenges involving data, security, and digital transformation. * Strong business and technical curiosity, with the ability to engage both senior stakeholders and technical practitioners. * A collaborative mindset with the ability to work effectively across distributed teams. * A structured and disciplined approach to sales, combined with the ability to think creatively and challenge conventional approaches. * The motivation to succeed in a fast-moving, ambitious environment. Elastic is a highly distributed company that values diverse perspectives, collaboration, and open thinking. We believe technology can help transform organisations and improve outcomes for society, and we’re looking for individuals who share that belief. (edited)    #LI-PM1 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.

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. Elastic is looking for a Public Sector Partner Manager to build and grow a high-performing ecosystem of Global System Integrators (GSIs) and Influence Partners (IPs) across the UK Public Sector. You will develop strategic partnerships that help government organisations overcome fragmented data, strengthen cyber resilience, modernise operations, and build trusted foundations for AI adoption. Working across Central Government, Defence, Healthcare, Public Safety, Education, and Critical National Infrastructure, you will enable partners to deliver measurable customer outcomes while driving sustainable growth for both Elastic and our ecosystem. Success is measured by the strength of the partner community you build, the capabilities you develop, the customer outcomes you enable, and the long-term value you create. WHAT YOU'LL DO * Build and grow strategic GSI and IP partnerships across UK Public Sector. * Create executive relationships that drive joint growth and customer success. * Develop partner capabilities through enablement, certifications, and solution development. * Lead joint go-to-market initiatives with Sales, Solutions Architecture, Services, Marketing, and Customer Success. * Drive partner-sourced and partner-influenced pipeline through strategic account planning and pursuit engagement. * Foster a culture of collaboration, reuse, and innovation across the ecosystem. * Help partners deliver solutions across Cyber Resilience, Security Operations, Observability, Operational Intelligence, Search, and AI. WHAT WE'RE LOOKING FOR * Proven experience building and growing strategic technology partnerships. * Strong understanding of UK Public Sector and associated procurement frameworks. * Experience working with GSIs, IPs, consultancies, and technology ecosystems. * A customer-first mindset with a passion for solving complex challenges. * Strong executive presence and the ability to influence across multiple stakeholders. * Strategic thinker with a bias for execution and measurable outcomes. SUCCESS LOOKS LIKE * Trusted relationships with priority partners and key executives. * Increased partner capability, certifications, and delivery capacity. * Repeatable co-sell and co-delivery motions across Public Sector. * Meaningful partner-generated pipeline and revenue growth. * Strong customer outcomes that reinforce Elastic's reputation as a trusted Public Sector platform. If you're passionate about building ecosystems, creating customer impact, and helping shape the future of UK Public Sector technology, we'd love to hear from you. 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.