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Leads Elastic’s Mid-Market General Business sales organization across the Eastern region. Responsibilities include managing account executives, exceeding bookings and quota targets, developing scalable sales strategies, creating sales plans and compensation structures, segmenting customers, driving sales methodology adoption, building partner and open-source relationships, and collaborating with company leadership. The role requires regular travel to support deal creation, customer engagement, and team management.

Own Elastic’s global third-party conference and tradeshow portfolio, including sponsorship strategy, contract negotiation, event execution, vendor management, budgeting, ROI measurement, and risk planning. Partner with marketing, sales, and field teams to connect events with pipeline goals and revenue outcomes. The role requires executive communication, operational discipline, data-informed investment decisions, and up to 40% travel.

Drive enterprise SaaS and cloud software sales across HHS, CMS, CDC, and related federal health agencies. Build relationships with agency leaders, technical stakeholders, procurement teams, system integrators, and cloud partners. Manage complex FedCiv sales cycles, competitive displacements, territory planning, forecasting, and multi-million-dollar pursuits. Promote Elastic’s search, security, SIEM, analytics, and observability solutions while navigating federal procurement pathways and security mandates.

Serve as a trusted technical advisor to customers, guiding onboarding, adoption, implementation, consumption, and expansion of Elastic solutions. Develop technical success plans, align platform capabilities with business objectives, resolve technical friction, coordinate with support and services teams, and identify opportunities to increase customer value and recurring revenue. The role requires hands-on technical expertise, customer relationship management, onsite work, and significant travel.

Lead Elastic’s AWS alliance strategy across North America, driving AWS Marketplace growth, co-sell execution, partner activation, new-logo acquisition, and regional expansion. Build executive relationships with AWS and Elastic leaders, coordinate field sales and solutions teams, manage AWS funding programs, develop joint campaigns and sales plays, and represent Elastic at strategic AWS events. The role requires deep AWS ecosystem expertise, strong enterprise sales knowledge, cross-functional influence, and experience managing large-scale cloud partnerships.

Own Salesforce DevOps and release engineering, including GitHub administration, Git automation, branching, CI/CD pipelines, sandbox and scratch-org management, backups, and release governance. Build full-stack Salesforce solutions with Apex, LWC, SOQL/SOSL, Flows, APIs, integrations, and event-driven patterns. Support Certinia PSA, CPQ/ARM, AI initiatives, and enterprise projects while establishing deployment gates, telemetry, quality controls, and reliable production releases.

Own an enterprise territory, generate pipeline, qualify complex opportunities using MEDDPICC, deliver executive presentations and demos, negotiate multi-year consumption contracts, and close strategic SaaS deals. The role requires technical fluency in search, observability, security, cloud economics, and modern data architectures, while partnering with Solutions Architects, Customer Success, Marketing, and RevOps to drive revenue and customer outcomes.

Own an enterprise territory, generate pipeline, qualify opportunities using MEDDPICC, deliver executive-level demos, and close complex multi-year SaaS agreements. The role requires accurate forecasting, value-based negotiation, and fluency in cloud economics, observability, security, search, and usage-based pricing. The Account Executive partners with Solutions Architects, Customer Success, Marketing, and RevOps to drive net-new revenue and expansion within strategic accounts.

Own an enterprise territory, generate pipeline, qualify complex opportunities using MEDDPICC, deliver executive-level value stories and demos, negotiate multi-year consumption contracts, and close high-value SaaS deals. The role requires technical fluency in search, observability, security, cloud economics, and usage-based pricing, plus close collaboration with Solutions Architects, Customer Success, Marketing, and RevOps.

Serves as a technical authority and trusted advisor for sales teams, customers, and partners. The role develops customer architectures, demonstrates Elastic solutions, supports sales cycles from discovery through technical win, enables partners, creates sales collateral, engages communities through events, and communicates customer needs to product and engineering teams. The position requires strong technical presales and customer relationship skills, with 30% regional travel and occasional international travel.