Public Sector Account Executive — Brasilia, Brazil

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. WHAT IS THE ROLE Elastic, the Search AI company, is looking for a high-energy, mission-driven Public Sector Account Executive to drive net-new revenue and expansion within government accounts centered in Brasília, Brazil . In this role, you will be the primary owner of a strategic federal and public sector territory. You will build your own pipeline, communicate the Elastic Search AI value proposition to government stakeholders, and navigate complex procurement and deal cycles—spanning both net-new logos and our installed base—within a consumption-based cloud model. Sitting at the intersection of sales execution, technical fluency, and public sector domain strategy, this position is critical to accelerating Elastic’s growth across government entities in Brazil. WHAT YOU WILL BE DOING • Own Your Territory & Build Pipeline: Develop and execute a proactive outbound strategy across public sector entities in Brasília, leveraging community, customer, and partner ecosystems to generate $\ge 50\%$ of your booked opportunities. • Deep Discovery & Qualification: Uncover mission pains, business impact, public budgets, and decision criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline. • Value Storytelling & Demos: Deliver tailored narratives and demonstrations that map Elastic’s Search AI, Observability, and Security capabilities to core government priorities, digital transformation, and citizen services. • Mutual Deal Strategy & Forecast Accuracy: Collaborate with public sector stakeholders to construct formal close plans, managing sales cycles and drive predictable sales execution by maintaining 90%+ forecast accuracy within +/- 10%. • Executive Negotiation & Closing: Guide complex public sector procurement processes, structuring give/get trades and securing multi-year consumption and project commitments. • Complex Project Execution: Drive high-value, complex projects into net-new government logos while expanding Elastic usage across our current public sector installed base. • Domain & Cloud Acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern enterprise data architectures. • Cross-Functional Partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners (distributors/integrators) to accelerate deals and deliver measurable customer outcomes. WHAT YOU BRING • Proven Public Sector SaaS Success: 5+ years of experience closing complex Enterprise/Public Sector deals, consistently overachieving quotas within SaaS, cloud, or consumption-based environments. • Installed Base & Net-New Growth: Demonstrated track record of selling complex projects into net-new government logos as well as expanding within existing accounts. • Public Sector Acumen in Brasília: Deep familiarity navigating government procurement processes, budget cycles, RFIs/RFPs, and decision-making dynamics within Brazilian public sector entities. • Ecosystem & Technical Fluency: Solid understanding of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms. • Expert Qualification & MEDDPICC Skills: Mastery in applying MEDDPICC or equivalent frameworks to navigate…