Federal Account Executive (HHS/HQ)

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. About Elastic 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, people, and government agencies. The Elastic Search AI Platform, used by more than 50% of the Fortune 500 and across major federal departments, brings together the precision of search and the intelligence of AI to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting critical information — Elastic’s complete, cloud-based solutions for Search, Security, and Observability help public sector organizations deliver on the promise of AI and Zero Trust modernization. Joining our GEO of the Year winning team, Elastic is seeking a dynamic Federal Account Executive to lead and scale our footprint across HHS HQ and some key HHS Divisions with the primary emphasis on HQ, Centers for Medicare & Medicaid Services (CMS) and the Centers for Disease Control and Prevention (CDC), as well as operating divisions such as OIG, ARPA-H, ASPR, AHRQ and SAMHSA. This is an extraordinary opportunity for a quota-crushing federal seller to drive massive adoption of AI-powered search, log analytics, SIEM, and observability across critical public health surveillance, outbreak response, and healthcare financing mission sets. You will lead high-visibility pursuits to modernize legacy IT and security footprints, help agencies comply with federal logging and security mandates (such as OMB M26-14), and displace expensive, legacy SIEM and monitoring vendors across the ecosystems. What You Will Do • Drive Strategic Adoption: Expand the adoption of Elastic’s Search AI, Security, and Observability solutions across key HHS health operating divisions. • Capitalize on Competitive Displacements: Execute land-and-expand strategies to replace legacy SIEM and monitoring providers (e.g., Splunk, Dynatrace), helping agencies lower total cost of ownership (TCO) while meeting critical federal security and logging mandates. • Act as a Trusted Advisor: Work closely with agency leaders, health IT enterprise architects, and CIO/CISO/CDO teams to solve complex mission challenges through AI-powered search, public health data analytics, APM, and threat hunting. • Execute Complex FedCiv Sales Cycles: Proactively identify new programs, navigate federal procurement pathways (GSA, NASA SEWP, agency-specific IDIQs), and manage matrixed sales pursuits from lead to close. • Champion the Elastic Model: Articulate the immense value of our commercial features and cloud offerings while leveraging our open-source roots and vibrant community ecosystem. • Build Ecosystem Coalitions: Develop comprehensive territory plans utilizing systems integrators, VARs, cloud partners (AWS, Azure, GCP), and federal channel programs to accelerate deal velocity and account expansion. What You Bring • Proven Track Record: Demonstrated history of quota overachievement and multi-million-dollar deal execution selling enterprise SaaS/cloud software into Federal Civilian (FedCiv) agencies. • Deep CMS & CDC Knowledge: Direct experience selling into HHS HQ, CMS and/or CDC, with established relationships among agency buyers, program managers, and key system integrators in the healthcare financing and public health domain. • Domain Expertise: Strong understanding of Enterprise Search, Log Analytics, Security/SIEM, APM, Observability, and Cloud architectures. • Value-Based Seller: Adept at navigating both technical teams (developers, SOC analysts, data scientists) and executive decision-makers (CXOs, Program Managers, Procurement). • Forecasting Discipline: Consistent history of accurate pipeline management and sales forecasting using Salesforce (SFDC). • Open Source Appreciation: Enthusiasm for the open-source software model and the community that relies on our technology. • Consistent Career Growth: Demonstrating a strong track record of career stability, meaningful tenure, and sustained progression within organizations. Bonus Points • Experience selling against legacy SIEM providers (e.g., Splunk, QRadar) or monitoring solutions in federal healthcare environments. • Deep understanding of federal security frameworks, OMB mandates (M-26-14, Zero Trust), FedRAMP cloud deployments, and federal health data privacy considerations. • Existing network within the HHS HQ, CMS and CDC prime contractor and health IT systems integrator ecosystem (e.g., Leidos, Booz Allen Hamilton, General Dynamics IT, Northrop Grumman). 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 50/50 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. Elas