Public Sector Account Executive — Brasilia, Brazil

<div class="content-intro"><p>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.</p></div><div id="model-response-message-contentr_3f203a2e64fd3967" class="markdown markdown-main-panel md-content enable-luminous-fast-follows enable-updated-hr-color tutor-markdown-rendering"><strong data-path-to-node="3" data-index-in-node="0">WHAT IS THE ROLE</strong></div> <div class="markdown markdown-main-panel md-content enable-luminous-fast-follows enable-updated-hr-color tutor-markdown-rendering"><br> <div>Elastic, the Search AI company, is looking for a high-energy, mission-driven <strong data-path-to-node="4" data-index-in-node="77">Public Sector Account Executive</strong> to drive net-new revenue and expansion within government accounts centered in <strong data-path-to-node="4" data-index-in-node="187">Brasília, Brazil</strong>.</div> <br> <div>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.</div> <br> <h3 data-path-to-node="6"><strong data-path-to-node="6" data-index-in-node="0">WHAT YOU WILL BE DOING</strong></h3> <ul data-path-to-node="7"> <li> <div><strong data-path-to-node="7,0,0" data-index-in-node="0">Own Your Territory &amp; Build Pipeline:</strong> Develop and execute a proactive outbound strategy across public sector entities in Brasília, leveraging community, customer, and partner ecosystems to generate <span class="math-inline" data-math="\ge 50\%" data-index-in-node="197">$\ge 50\%$</span> of your booked opportunities.</div> </li> <li> <div><strong data-path-to-node="7,1,0" data-index-in-node="0">Deep Discovery &amp; Qualification:</strong> Uncover mission pains, business impact, public budgets, and decision criteria using disciplined frameworks like <strong data-path-to-node="7,1,0" data-index-in-node="144">MEDDPICC</strong> to manage high-confidence pipeline.</div> </li> <li> <div><strong data-path-to-node="7,2,0" data-index-in-node="0">Value Storytelling &amp; Demos:</strong> Deliver tailored narratives and demonstrations that map Elastic’s Search AI, Observability, and Security capabilities to core government priorities, digital transformation, and citizen services.</div> </li> <li> <div><strong>Mutual Deal Strategy &amp; Forecast Accuracy: </strong>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%.</div> </li> <li> <div><strong data-path-to-node="7,4,0" data-index-in-node="0">Executive Negotiation &amp; Closing:</strong> Guide complex public sector procurement processes, structuring give/get trades and securing multi-year consumption and project commitments.</div> </li> <li> <div><strong data-path-to-node="7,5,0" data-index-in-node="0">Complex Project Execution:</strong> Drive high-value, complex projects into net-new government logos while expanding Elastic usage across our current public sector installed base.</div> </li> <li> <div><strong data-path-to-node="7,6,0" data-index-in-node="0">Domain &amp; Cloud Acumen:</strong> Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern enterprise data architectures.</div> </li> <li> <div><strong data-path-to-node="7,7,0" data-index-in-node="0">Cross-Functional Partnership:</strong> Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners (distributors/integrators) to accelerate deals and deliver measurable customer outcomes.</div> </li> </ul> <h3 data-path-to-node="8"><strong data-path-to-node="8" data-index-in-node="0">WHAT YOU BRING</strong></h3> <ul data-path-to-node="9"> <li> <div><strong data-path-to-node="9,0,0" data-index-in-node="0">Proven Public Sector SaaS Success:</strong> 5+ years of experience closing complex Enterprise/Public Sector deals, consistently overachieving quotas within SaaS, cloud, or consumption-based environments.</div> </li> <li> <div><strong data-path-to-node="9,1,0" data-index-in-node="0">Installed Base &amp; Net-New Growth:</strong> Demonstrated track record of selling complex projects into net-new government logos as well as expanding within existing accounts.</div> </li> <li> <div><strong data-path-to-node="9,2,0" data-index-in-node="0">Public Sector Acumen in Brasília:</strong> Deep familiarity navigating government procurement processes, budget cycles, RFIs/RFPs, and decision-making dynamics within Brazilian public sector entities.</div> </li> <li> <div><strong data-path-to-node="9,3,0" data-index-in-node="0">Ecosystem &amp; Technical Fluency:</strong> Solid understanding of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms.</div> </li> <li> <div><strong data-path-to-node="9,4,0" data-index-in-node="0">Expert Qualification &amp; MEDDPICC Skills:</strong> Mastery in applying MEDDPICC or equivalent frameworks to navigate multi-stakeholder public sector deal cycles.</div> </li> <li> <div><strong data-path-to-node="9,5,0" data-index-in-node="0">Executive &amp; Developer Credibility:</strong> Ability to build strong relationships across technical teams, developers, and executive/governmental decision-makers.</div> </li> <li> <div><strong data-path-to-node="9,6,0" data-index-in-node="0">Open Source Model Appreciation:</strong> Genuine appreciation for the Open Source go-to-market model and the developer/user community that relies on Elastic solutions daily.</div> </li> <li> <div><strong data-path-to-node="9,7,0" data-index-in-node="0">Fluency:</strong> Native/Fluent Portuguese with professional proficiency in English.<br><br></div> </li> <li style="font-weight: bold;"><strong>Must be located in Brasilia, Brazil&nbsp;</strong></li> </ul> </div><div class="content-conclusion"><h2><strong>Additional Information - We Take Care of Our People</strong></h2> <p>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.</p> <p>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.</p> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Health coverage for you and your family in many locations</li> <li>Ability to craft your calendar with flexible locations and schedules for many roles</li> <li>Generous number of vacation days each year</li> <li>Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service</li> <li>Up to 40 hours each year to use toward volunteer projects you love</li> <li>Embracing parenthood with minimum of 16 weeks of parental leave</li> </ul> <p>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.</p> <p>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 <a href="mailto:candidate_accessibility@elastic.co" target="_blank">candidate_accessibility@elastic.co</a><span class="gmail_default">.</span>&nbsp;We will reply to your request within 24 business hours of submission.</p> <p><span style="color: #000000;">Applicants have rights under Federal Employment Laws, view posters linked below:</span> <a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf" target="_blank">Family and Medical Leave Act (FMLA)</a> <span style="color: #000000;">Poster;</span><span style="color: #000000;">&nbsp;<a href="https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf" target="_blank">Pay Transparency Nondiscrimination Provision</a> Poster; </span><a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf" target="_blank">Employee Polygraph Protection Act (EPPA)</a> <span style="color: #000000;">Poster and <a href="https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf" target="_blank">Know Your Rights</a> (Poster)</span></p> <p><span style="color: #000000;">Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ 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, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). 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.</span></p> <p>Please see&nbsp;<a href="https://www.elastic.co/legal/applicant-privacy-statement" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.elastic.co/legal/applicant-privacy-statement&amp;source=gmail&amp;ust=1611068262479000&amp;usg=AFQjCNG3orAPk5sJIr9WVm0ZDxYw82c5DA">here</a>&nbsp;for our Privacy Statement.</p></div>