Mid Market Account Executive, Pursuit at Elastic · LumiJobs

Responsibilities

Joining our GEO of the Year winning team, Elastic is seeking a dynamic Federal Account Executive to lead and scale our footprint within the United States Department of the Treasury (USDT) and its key sub-agencies, with a heavy emphasis on the Internal Revenue Service (IRS), Office of the Comptroller of the Currency (OCC), Bureau of the Fiscal Service, and the U.S. Mint.
This is an extraordinary opportunity for a quota-crushing federal seller to drive massive adoption of AI-powered search, log analytics, SIEM, and observability across critical government mission sets. You will lead high-visibility pursuits to modernize legacy IT and security footprints, help agencies comply with federal logging and security mandates (such as M-26-14), and displace expensive, legacy SIEM and monitoring vendors across the Treasury ecosystem.
Drive Strategic Adoption: Expand the adoption of Elastic’s Search AI, Security, and Observability solutions within the Department of the Treasury, IRS, and associated financial regulatory bureaus.
Capitalize on Competitive Displacements: Execute land-and-expand strategies to replace legacy SIEM and monitoring providers (e.g., Splunk), helping agencies lower total cost of ownership (TCO) while meeting critical federal security and logging mandates.
Act as a Trusted Advisor: Work closely with agency leaders, enterprise architects, and CISO/CIO teams to solve complex mission challenges through AI-powered search, log analytics, APM, and threat hunting.
Execute Complex FedCiv Sales Cycles: Proactively identify new programs, navigate federal procurement pathways (GSA, NASA SEWP, agency-specific IDIQs), and manage matrixed sales pursuits from lead to close.
Champion the Elastic Model: Articulate the immense value of our commercial features and cloud offerings while leveraging our open-source roots and vibrant community ecosystem.
Build Ecosystem Coalitions: Develop comprehensive territory plans utilizing systems integrators, VARs, cloud partners (AWS, Azure, GCP), and federal channel programs to accelerate deal velocity and account expansion.
Proven Track Record: Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies.
Deep Treasury & IRS Knowledge: Direct experience selling into The Department of the Treasury and/or the Internal Revenue Service (IRS), with established relationships among agency buyers and key system integrators.
Domain Expertise: Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures.
Value-Based Seller: Adept at navigating both technical teams (developers, SOC analysts) and executive decision-makers (CXOs, Program Managers, Procurement).

Mid Market Account Executive, Pursuit

Responsibilities

Qualification

Preferred

Benefits

Company

Elastic

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