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As a Federal Account Executive at Elastic, you will drive the adoption of AI-powered search solutions, build relationships with federal agencies, identify new business opportunities, and create comprehensive business plans to foster growth.

The Senior Solutions Architect will act as a technical advisor, engaging with customers and partners to address business challenges using Elastic's solutions and technologies, while supporting the sales process and promoting customer relations.

Drive net-new revenue and expansion within enterprise accounts by building pipeline (≥50% outbound), qualifying with MEDDPICC, delivering tailored demos and value storytelling, negotiating multi-year consumption deals, maintaining high forecast accuracy, and partnering with Solutions Architects, Customer Success, Marketing, and RevOps to close complex, high-ACV contracts.

Lead GTM executive communications, strategy, and operations for Elastic's revenue organization. Advise the CRO, craft GTM narratives, build AI-enabled content operations, run executive engagement programs, establish governance and metrics, and partner cross-functionally to drive adoption and execution across global sales and revenue teams.

Manage a small portfolio of globally strategic AI-native customers, drive complex enterprise sales from discovery through renewal, build executive relationships, develop multi-year account strategies, influence product direction with customer feedback, collaborate cross-functionally, and consistently meet revenue and forecasting targets.

Lead and scale a specialized AI-native sales unit to sell Elastic's search and generative AI platform directly and via co-sell partnerships. Manage and coach account and alliance teams, build GTM and sell-with strategies, drive quota attainment, engage C-suite and partners, and influence product roadmap through cross-functional collaboration and hands-on deal support.

Own a focused portfolio of strategic AI-native customers, drive complex enterprise sales from discovery through adoption, build executive relationships, develop long-term account strategies, influence product direction, collaborate cross-functionally, and consistently achieve revenue targets.

Sell Elastic's Search AI platform to enterprise accounts by driving net-new revenue and expansion. Act as a trusted advisor, identify complex data use cases, manage long sales cycles with MEDDPICC qualification, craft value-based narratives linking technical capabilities to business outcomes, negotiate contracts, and partner cross-functionally to accelerate deals.

Serve as the trusted technical advisor to customers, defining Technical Success Plans, driving onboarding, adoption, and expansion of Elastic solutions (Observability, Security, Enterprise Search). Collaborate with account and service teams, remove technical frictions, craft roadmaps, and increase customer value and ARR through hands-on guidance and ongoing relationship management.

Drive and grow Elastic's cloud marketplace bookings across Azure, AWS, and Google Cloud by coordinating ISV co-sell motions, enabling field teams, tracking opportunities, and building scalable partner initiatives across APJ.