Public Sector Account Executive – Defence

Overview

In this role you drive Elastic’s footprint in UK Defence, promoting solutions across Observability, Search, Security and Cloud. You act as a defence industry evangelist, uncovering valuable use cases and aligning cross-functional teams to deliver a seamless customer experience. You manage the sales cycle from discovery to close on complex transactions, guided by an open source to commercial model. This is a mission-critical role at scale, influencing how defence customers derive real value from Elastic’s platform.

Pay / Benefits

• Competitive pay based on work
• Health coverage for you and your family
• Flexible locations and schedules
• Generous vacation days
• Donation matching up to $2000
• Up to 40 volunteer hours per year

Responsibilities

• Build awareness and demand for Elastic in the Defence sector across use cases
• Advocate Open Source while demonstrating commercial capabilities to stakeholders
• Identify diverse new use cases to maximise value for users
• Coordinate with Elastic teams to ensure a cohesive customer experience
• Engage Defence customers, manage sales cycles, and close complex deals
• Develop a robust territory plan with community, customer, and partner ecosystems to drive growth

Key requirements

• Track record of success selling or BD in Defence with quota overachievement and a strong Defence/Primes network
• Experience selling SaaS including Enterprise Search, Logging, Security, APM and Cloud
• Ability to build credibility with Defence stakeholders and navigate the sector
• Experience applying sales methodologies and delivering accurate forecasts
• Appreciation for Open Source GTM and community of users
• Active security clearance

• relationship-building
• stakeholder-management
• communication
• SaaS sales
• Enterprise Search
• Logging

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