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.
You will be responsible for 1st Line Leadership across the sector—establishing a scalable, repeatable public sector sales motion and unlocking growth in one of Elastic’s most mission-critical segments. This role will report into the Global Vice President for Public Sector sales.
What You Will Be Doing
- Manage and grow a team of Accomplished Account Executives dedicated to the UK Defence and National Security markets.
- Build and execute a winning sales strategy tailored to the unique procurement frameworks, security protocols, and mission objectives of the UK defence landscape.
- Foster a culture of energy, growth mindset, and high performance—motivating your team to achieve extraordinary results.
- Lead from the front: actively engage in strategic, high-value government deals, coach your team, and set the standard for excellence.
- Design and implement scalable sales processes, compliant capture management plans, and strategic account segmentation across defence commands and intelligence agencies.
- Collaborate cross-functionally with Product, Marketing, and specialized Public Sector Partner/SI teams to deliver mission-ready value and innovation to customers.
- Ensure quota attainment and drive Elastic’s enterprise sales methodology within complex, long-cycle public sector procurement routes (e.g., Crown Commercial Service frameworks).
- Champion teamwork, transparency, creativity, and continuous improvement.
- Travel regularly across the UK to assist in deal creation, secure facility meetings, and closure, as well as providing strong leadership and support to your field team.
- Partner across Elastic’s leadership community to ensure a seamless, highly secure customer experience from onboarding to deployment.
What You Bring
- Proven sales leader with extensive experience running high-performing enterprise SaaS or software sales teams within the UK Defence, MoD, or National Security verticals.
- Deep understanding of UK public sector procurement pathways and defense framework agreements.
- Experienced to lead in a complex, matrixed global technology organization.
- Growth mindset: resilient, curious, and motivated to build and scale a mission-critical sector.
- Strong analytical and data-driven decision-making skills.
- Experience designing and implementing structured sales strategies, capture plans, and territory management models for government accounts.
- Existing relationships with key UK defence primes, systems integrators, and crown stakeholders.
- Holding an active UK Security Clearance (SC or DV clearance), or eligibility and willingness to undergo the vetting process.
- Prior experience at an open-source or developer‐centric infrastructure company.
- Familiarity with how observability (logs, metrics, traces) and security analytics (SIEM/XDR) protect critical national infrastructure (CNI) and support cyber defence operations.
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As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.
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 minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected]. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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