Enterprise Account Executive (Public Sector)

About the 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, 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. Role Overview Elastic is looking for a high-energy, mission-driven Public Sector Account Executive to build greenfield white space and drive land-and-expand growth across Western Canada. Seeking candidates from Vancouver, Calgary or Edmonton. You will be responsible for a strategic territory that includes Provincial Government, Crown Corporations, Municipalities, Higher Education, and Health Authorities. In this role, you will act as a trusted advisor to Director and CIO-level executives , establishing new relationships from scratch while expanding our consumption-based cloud model and self managed modelacross the region. Sitting at the intersection of executive sales execution, technical fluency, and public sector strategy, you will be instrumental in accelerating Elastic’s footprint across public institutions in Western Canada. Key Responsibilities Own Your Territory & Drive Greenfield Pipeline : Use a proactive outbound strategy for both existing and new public sector accounts in Western Canada. Leverage community, customer, and partner networks to build your pipeline. Executive Relationship Building: Engage directly with CIOs, CTOs, IT Directors, and senior public leaders to position Elastic as the Search AI platform of choice for modernizing public services and health data infrastructure. Deep Discovery & Qualification: Uncover mission-critical challenges, public health priorities, municipal budgets, and procurement criteria using disciplined frameworks like MEDDPICC to manage high-confidence pipeline. Value Storytelling & Demos: Deliver tailored value narratives mapping Elastic’s Search AI, Observability, and Security capabilities to public sector priorities, digital transformation, data sovereignty, and citizen services. Mutual Deal Strategy & Forecast Accuracy: Partner with public sector stakeholders to build formal close plans, navigating public procurement processes to drive predictable sales execution (maintaining 90%+ forecast accuracy within +/- 10%). Land & Expand Execution: Drive high-value, complex software deals into net-new public logos while systematically expanding Elastic usage across established accounts. Domain & Cloud Acumen: Confidently articulate cloud economics, consumption-based pricing models, and modern enterprise data architectures to both technical and executive audiences. Ecosystem Partnership: Collaborate closely with Solutions Architects, Customer Success, Marketing, and strategic Channel Partners/Systems Integrators to accelerate deal velocity and deliver long-term customer outcomes. Requirements Proven Public Sector SaaS Success: 7+ years of enterprise/public sector software sales experience, with a track record of selling to Director and CIO-level decision-makers and consistently overachieving quotas in SaaS, cloud, or consumption-based environments. Western Canada Public Sector Expertise: Deep familiarity navigating public procurement frameworks, vendor portals, budget cycles, RFIs/RFPs, and decision dynamics across Western Canadian Public sector accounts. White Space Hunter Mentality: Demonstrated ability to land net-new logos from scratch in greenfield territories and execute disciplined land-and-expand growth strategies. Technical & Domain Fluency: Proficient operational knowledge of enterprise software ecosystems, including Enterprise Search, Logging, Security (SIEM/XDR), Observability (APM/metrics), Vector/AI Search, and Cloud platforms. Expert Qualification & MEDDPICC Mastery: Proven track record using MEDDPICC or an equivalent methodology to qualify and lead complex, multi-stakeholder public sector sales cycles. Developer & Executive Credibility: Skilled at bridging the gap between technical teams/developers and C-level public sector executives. Location & Travel: Must be based in Calgary, Edmonton, or Vancouver , with willingness to travel within the region as needed for key client engagements. Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable). The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE 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. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $123,900 — $196,000 CAD The typical starting Target Variable range for this role is: $123,800 — $195,900 CAD The typical starting On-Target Earnings (OTE) range for this role is: $247,700 — $391,800 CAD Additional Information - We Take Care of Our People 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 candidate_accessibility@elastic.co . 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) 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. 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