The opportunity
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…
What you'll do
Drive Strategic Adoption: Expand the footprint of Elastic’s Search AI, Observability, and Security solutions across key USPS directorates, including IT Operations, Enterprise Analytics, Supply Chain/Logistics Systems, and the USPS Office of Inspector General (OIG) / Postal Inspection Service (USPIS).
Capitalize on Competitive Displacements: Execute disciplined land-and-expand strategies to replace legacy monitoring and SIEM providers (e.g., Splunk), empowering USPS to dramatically lower total cost of ownership (TCO) while operating at unprecedented scale.
Act as a Trusted Advisor: Partner closely with postal leadership, enterprise architects, network operations, and CISO/CIO teams to solve critical operational bottlenecks using AI-driven search, real-time log ingestion, application performance monitoring (APM), and threat detection.
Execute Complex FedCiv Sales Cycles: Uncover whitespace and program funding, navigate agency-specific procurement vehicles and federal schedules (GSA, NASA SEWP, agency BPAs), and manage multi-stakeholder sales cycles from initial discovery through contract award and consumption expansion.
Master Mutual Deal Strategy & Qualification: Apply rigorous sales qualification frameworks (e.g., MEDDPICC) to build repeatable close plans, accurately forecasting quarterly and annual performance in Salesforce (SFDC) within ±10%.
Build Strategic Ecosystem Coalitions: Build comprehensive pursuit plans aligned with key Federal Systems Integrators (FSIs), postal prime contractors, VARs, and hyperscale cloud partners (AWS, Azure, GCP) to accelerate deal velocity.
What they're looking for
- Champion the Elastic Model: Articulate the business and mission value of Elastic’s commercial features, managed services, and FedRAMP authorized cloud environments while leveraging our foundational open-source roots and developer community.
- Proven Federal Quota-Carrying Success: 5+ years of closing complex, multi-stakeholder enterprise deals selling software, SaaS, or consumption-based cloud solutions into Federal Civilian (FedCiv) or quasi-governmental enterprise environments, with a consistent history of quota overachievement.
- Direct USPS / Civ Agency Experience: Prior track record selling into the United States Postal Service (USPS) or closely adjacent large-scale civilian logistics/operations environments, with established relationships among postal buyers, decision-makers, and key delivery primes.
- Technical & Domain Fluency: Strong functional understanding of Enterprise Search, Log Analytics, SIEM/SOC operations, APM, Observability, and hybrid-cloud/distributed architectures.