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
Own Your Territory & Build Pipeline: Develop and execute a proactive outbound strategy across public sector entities in Brasília, leveraging community, customer, and partner ecosystems to generate $\ge 50\%$ of your booked opportunities.
Deep Discovery & Qualification: Uncover mission pains, business impact, public budgets, and decision criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline.
Value Storytelling & Demos: Deliver tailored narratives and demonstrations that map Elastic’s Search AI, Observability, and Security capabilities to core government priorities, digital transformation, and citizen services.
Mutual Deal Strategy & Forecast Accuracy: Collaborate with public sector stakeholders to construct formal close plans, managing sales cycles and drive predictable sales execution by maintaining 90%+ forecast accuracy within +/- 10%.
Executive Negotiation & Closing: Guide complex public sector procurement processes, structuring give/get trades and securing multi-year consumption and project commitments.
Complex Project Execution: Drive high-value, complex projects into net-new government logos while expanding Elastic usage across our current public sector installed base.
What they're looking for
- Domain & Cloud Acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern enterprise data architectures.
- Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners (distributors/integrators) to accelerate deals and deliver measurable customer outcomes.
- Proven Public Sector SaaS Success: 5+ years of experience closing complex Enterprise/Public Sector deals, consistently overachieving quotas within SaaS, cloud, or consumption-based environments.
- Installed Base & Net-New Growth: Demonstrated track record of selling complex projects into net-new government logos as well as expanding within existing accounts.
