Elastic FP & Manager 

United States 

941258587

• Lead & develop the team – hire, onboard, coach, and performance‑manage AEs to exceed bookings and pipeline goals by leading from the front
• Drive the SLED go‑to‑market plan – segment the territory and refine account coverage to maximize new logo and expansion revenue.
• Champion complex, public‑sector deals – navigate procurement vehicles, build executive relationships, and partner with system integrators to win multiyear, solution deals.
• Foster an open, collaborative culture – model transparency, creativity, and continuous improvement while partnering with Marketing, Customer Success, Solution Architecture, and our Open‑Source community.
• Forecast with precision – own weekly commit calls, maintain pipeline hygiene in Salesforce, and deliver accurate forecasts to Field & Finance leadership.
• Represent Elastic in the SLED ecosystem – attend industry events, speak at regional conferences, and cultivate C‑level networks that elevate Elastic’s brand as the trusted Search AI partner for government and education.

• 8 + years of enterprise software sales leadership, with 3 + years managing Public‑Sector/SLED teams and a consistent track record of beating quota.
• Deep knowledge of SLED procurement cycles, funding streams, and compliance requirements.
• Proven ability to build, motivate, and scale distributed sales teams in a fast‑growing, open‑source/SaaS environment.
• Executive‑level communication skills and established relationships across state CIO/CTO offices, higher‑ed systems, and key integrators.
• Data‑driven mindset—comfortable using Salesforce, MEDDPICC, and dashboards to drive decisions.
• Willingness to travel ~25 – 40 %, as required.

• Experience in selling within an Open Source model.

We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This 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.

The typical starting salary range for this role is:

$170,000—$268,800 USD

The typical starting Target Variable range for this role is:

$113,200—$179,100 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$283,200—$447,900 USD