Sales Jobs

    Public Sector Account Executive - Defence

    Elastic

    SaaS
    Hybrid
    See your match score
    Posted 4 weeks ago
    Work Type

    On-site

    Vertical

    SaaS

    Source

    arbeitnow

    About this role

    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.

    Elastic is searching for a Senior Public Sector Account Executive to develop our footprint within UK Defence. Our Public Sector Account Executives are focused on expanding current business, building new relationships and growing the Elastic footprint. This role is focused on working with Defence to ensure they are successfully leveraging Elastic and its solutions across Observability, Search, Security and cloud within their organisations.
     
    What You Will Be Doing:
    • Building awareness and driving demand for Elastic solutions within the Defence sector by helping users and customers derive value from a range of use cases.
    • Serving as an evangelist for our Open Source offerings while communicating and demonstrating the capabilities of our commercial features to key stakeholders.
    • Uncovering new and diverse use cases to enable our users to derive maximum value.
    • Collaborating across Elastic business functions to ensure a seamless customer experience
    • Working thoughtfully with customers within the Defence community to identify new business opportunities, manage the sales cycle

    Selling Motion

    Buyer Persona

    C-Suite

    Selling to executive decision-makers

    Territory

    Vertical-Specific

    Focused on a single industry vertical

    Requirements at a Glance

    Bachelor's Degree·Required

    Typical Day — Account Executive

    Demos4–6/week
    Client meetings3–5/week
    Proposals2–3/week
    Pipeline review1–2×/week

    Estimates based on role type and selling motion — actual may vary by company.

    SaaS — Interview Intel

    Typical Sales Cycle

    30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)

    Common Buyer Objections

    • "We're locked into a contract with [competitor]"
    • "We built something in-house already"
    • "We don't have budget until next quarter"
    • "Our team won't adopt another tool"

    Key Industry Metrics

    ARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic Number

    Hot Topics to Reference

    • • AI-native product disruption
    • • PLG vs sales-led motion debate
    • • Vertical SaaS consolidation
    • • Usage-based pricing models

    Use these insights to speak the buyer's language in interviews.

    Tags

    Sales - Public Sector - UKI
    —

    Walk me through your discovery process.

    Template question
    —

    How do you handle a prospect who goes silent mid-deal?

    Template question
    —

    Tell me about your largest closed deal and the sales cycle.

    Template question
    —

    How do you build business cases for stakeholders?

    Template question
    —

    Describe a deal you lost and what you learned.

    Template question
    Research Elastic's product, recent news, and key competitors
    Prepare metrics: quota attainment %, average deal size, win rate
    Practice a 2-minute product demo pitch for a mock discovery call
    Review the job description and map your experience to each requirement
    Role Insights

    Account Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.

    Top SaaS reps often earn significant upside through accelerators once quota is exceeded.

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