Enterprise Account Executive (Public Sector)
Posted by employer 5 months ago
First seen on Joblaze 5 months ago
Last verified on the company career page 2 hours ago
Requirements
- Experience
- 5+ years
Not disclosed in this posting: visa sponsorship.
Benefits
Joblaze summary
The Enterprise Account Executive at Elastic is responsible for driving revenue growth by managing a defined territory and building a robust sales pipeline through proactive outreach and strategic deal-making. This role requires expertise in SaaS sales, particularly in complex, multi-stakeholder environments, and a strong understanding of cloud economics and technical solutions. Ideal candidates will have a proven track record in closing high-value contracts and possess excellent negotiation skills. Elastic's collaborative culture emphasizes cross-functional teamwork, making it a fitting environment for those who thrive in dynamic settings.
Joblaze insights
- Listed about 5 months ago — first seen on Joblaze May 1, 2026. Last confirmed on Elastic's careers page October 3, 2026.
- Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
- Starts above 3% of 191 comparable senior sales/marketing roles in United States that list AI/ML we track (median $180,000 across 66 companies). See AI/ML salary trends
- AI/ML appears in 18.2% of 1647 comparable senior sales/marketing roles in United States; Observability appears in 1.3% of 1647 comparable senior sales/marketing roles in United States.
Quick facts
- Is the Enterprise Account Executive (Public Sector) role remote?
- It's hybrid — Elastic expects some on-site time in Vancouver, Canada.
- What's the salary range?
- Elastic lists $94,400–$149,400 for this role.
- How much experience is required?
- At least 5 years of relevant experience for this Enterprise Account Executive (Public Sector) role.
- Where is the role based?
- Elastic is hiring for this position in Vancouver, Canada.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI/ML, Cloud, Observability, SaaS, Sales, security.
- What seniority level is this role?
- Elastic targets senior candidates for this position.
- Is this full-time or contract?
- Full-time for this Enterprise Account Executive (Public Sector) role at Elastic.
From the original posting
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 precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
Role Overview
Elastic is looking for a high-energy, mission-driven Public Sector Account Executive to build greenfield white space and drive land-and-expand growth across Western Canada. Seeking candidates from Vancouver, Calgary or Edmonton. You will be responsible for a strategic territory that includes Provincial Government, Crown Corporations, Municipalities, Higher Education, and Health Authorities.
In this role, you will act as a trusted advisor to Director and CIO-level executives, establishing new relationships from scratch while expanding our consumption-based cloud model and self managed modelacross the region. Sitting at the intersection of executive sales execution, technical fluency, and public sector strategy, you will be instrumental in accelerating Elastic’s footprint across public institutions in Western Canada.
Key Responsibilities
- Own Your Territory & Drive Greenfield Pipeline: Use a proactive outbound strategy for both existing and new public sector accounts in Western Canada. Leverage community, customer, and partner networks to build your pipeline.
- Executive Relationship Building: Engage directly with CIOs, CTOs, IT Directors, and senior public leaders to position Elastic as the Search AI platform of choice for modernizing public services and health data infrastructure.
- Deep Discovery & Qualification: Uncover mission-critical challenges, public health priorities, municipal budgets, and procurement criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline.
- Value Storytelling & Demos: Deliver tailored value narratives mapping Elastic’s Search AI, Observability, and Security capabilities to public sector priorities, digital transformation, data sovereignty, and citizen services.
- Mutual Deal Strategy & Forecast Accuracy: Partner with public sector stakeholders to build formal close plans, navigating public procurement processes to drive predictable sales execution (maintaining 90%+ forecast accuracy within +/- 10%).
- Land & Expand Execution: Drive high-value, complex software deals into net-new public logos while systematically expanding Elastic usage across established accounts.
- Domain & Cloud Acumen: Confidently articulate cloud economics, consumption-based pricing models, and modern enterprise data architectures to both technical and executive audiences.
- Ecosystem Partnership: Collaborate closely with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners/Systems Integrators to accelerate deal velocity and deliver long-term customer outcomes.
Requirements
- Proven Public Sector SaaS Success: 7+ years of enterprise/public sector software sales experience, with a track record of selling to Director and CIO-level decision-makers and consistently overachieving quotas in SaaS, cloud, or consumption-based environments.
- Western Canada Public Sector Expertise: Deep familiarity navigating public procurement frameworks, vendor portals, budget cycles, RFIs/RFPs, and decision dynamics across Western Canadian Public sector accounts.
- White Space Hunter Mentality: Demonstrated ability to land net-new logos from scratch in greenfield territories and execute disciplined land-and-expand growth strategies.
- Technical & Domain Fluency: Proficient operational knowledge of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms.
- Expert Qualification & MEDDPICC Mastery: Proven track record using MEDDPICC or an equivalent methodology to qualify and lead complex, multi-stakeholder public sector sales cycles.
- Developer & Executive Credibility: Skilled at bridging the gap between technical teams/developers and C-level public sector executives.
- Location & Travel: Must be based in Calgary, Edmonton, or Vancouver, with willingness to travel within the region as needed for key client engagements.
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable).
The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
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