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 is searching for an experienced Public Sector Account Executive to own and expand our partnership with State of California agencies. Our Enterprise Account Executives are individual contributors, passionate about building new business and growing the Elastic footprint throughout the Public Sector, ensuring our customers are successfully leveraging Elastic cloud solutions across their organization. Are you ready to help users tackle their hardest problems through the power of search? If so, we’d love to hear from you! What You Will Be Doing Strategic account planning and driving increased demand for Elastic solutions within the State Government of California and its agencies, by helping users and customers derive value from their data sets Uncovering new and diverse use cases to enable our users to work smarter, not harder Working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions Collaborating across Elastic business functions to ensure a seamless customer experience Crafting a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts What You Bring A track record of success in selling large, complex deals or SaaS subscriptions into the State, proven by overachievement of quota and strong customer references and relationships A deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud The ability to form relationships and demonstrate credibility with C-Level Executives, Directors and Development teams Strong organizational sales skills around pipeline management, deal execution and forecasting accuracy capabilities, using SFDC and a MEDDPICC methodology An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day Bonus Points Previous experience selling in an Open Source model to large Enterprise or State accounts 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. 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 401k 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: $113,300 — $179,200 USD The typical starting Target Variable range for this role is: $113,200 — $179,100 USD The typical starting On-Target Earnings (OTE) range for this role is: $226,500 — $358,300 USD 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 sche