Federal Account Executive - USPS

Elastic • Washington, DC

7d • $188,800 - $298,700

About The Position

Elastic is seeking a quota-carrying Federal Account Executive to grow adoption and generate new revenue across the United States Postal Service (USPS) and related logistics, operational, and civilian stakeholder ecosystems. The role leads Elastic’s account strategy for USPS, a large and technologically complex distributed enterprise, promoting AI-powered search, log analytics, SIEM/XDR, observability, and security solutions across mission-critical postal operations, package tracking, digital infrastructure, and inspection services.

The position involves modernizing legacy IT environments, supporting system availability and federal security and logging mandates, and displacing incumbent SIEM and monitoring tools. The account executive manages complex federal civilian sales cycles, identifies funding and procurement paths, builds strategic partner coalitions, and qualifies, forecasts, and closes opportunities. The role collaborates with postal leadership and internal technical, customer success, legal, and revenue operations teams, while communicating the mission and business value of Elastic’s commercial features, managed services, and FedRAMP-authorized cloud environments.

Compensation consists of base salary and target variable compensation on a 50/50 pay mix. The stated starting OTE range is $188,800–$298,700 USD, comprising a stated base salary range of $94,400–$149,400 USD and target variable range of $94,400–$149,300 USD. The role is eligible for Elastic’s stock program and company-matched 401(k). Elastic describes the company as distributed and notes flexible locations and schedules for many roles. Benefits include health coverage in many locations, vacation days, donation matching, volunteer time, and parental leave.

Requirements

• At least 5 years of success closing complex, multi-stakeholder enterprise deals involving software, SaaS, or consumption-based cloud solutions in Federal Civilian or quasi-governmental enterprise environments, with a consistent record of quota overachievement.
• Prior sales experience with USPS or closely adjacent large-scale civilian logistics or operations environments, and established relationships with postal buyers, decision-makers, and key delivery primes.
• Functional understanding of Enterprise Search, Log Analytics, SIEM/SOC operations, APM, Observability, and hybrid-cloud or distributed architectures.
• Ability to translate complex technology capabilities into business outcomes such as reduced downtime, risk mitigation, fraud prevention, and operational efficiency.
• Experience structuring and negotiating multi-year, multi-million-dollar contracts, navigating federal procurement pathways, and partnering with channel ecosystems.
• Ability to self-source pipeline, maintain pipeline coverage of at least 3–4x, and maintain disciplined CRM hygiene.
• Collaborative approach to working with Solutions Architects, Customer Success, Legal, and RevOps.
• Demonstrated career progression, sustained tenure, and dependability within technology sales organizations.

Nice To Haves

• Experience displacing legacy SIEM platforms such as Splunk or QRadar, or legacy APM/infrastructure tools, in large federal civilian or enterprise accounts.
• Familiarity with federal security frameworks, Zero Trust architectures, OMB M-21-31 logging compliance, and FedRAMP cloud deployments.
• Existing relationships with major prime contractors and technology integrators supporting USPS IT and logistics infrastructure.
• Experience with open-source software, developer-led sales motions, or consumption- or usage-based commercial models.

Responsibilities

• Expand adoption of Elastic Search AI, Observability, and Security solutions across USPS directorates, including IT Operations, Enterprise Analytics, Supply Chain/Logistics Systems, the USPS Office of Inspector General, and the Postal Inspection Service.
• Execute land-and-expand strategies to replace legacy monitoring and SIEM providers and help reduce total cost of ownership.
• Partner with postal leadership, enterprise architects, network operations, and CISO/CIO teams to address operational challenges using AI-driven search, real-time log ingestion, APM, and threat detection.
• Identify whitespace and program funding; navigate agency procurement vehicles and federal schedules; and manage sales cycles from discovery through contract award and consumption expansion.
• Apply sales qualification frameworks such as MEDDPICC, build close plans, and forecast quarterly and annual performance in Salesforce within ±10%.
• Develop pursuit plans with Federal Systems Integrators, postal prime contractors, VARs, and cloud partners including AWS, Azure, and GCP.
• Communicate the business and mission value of Elastic’s commercial features, managed services, and FedRAMP-authorized cloud environments, drawing on its open-source roots and developer community.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Eligibility to participate in Elastic’s stock program.
• Health coverage for employees and family in many locations.
• Flexible locations and schedules for many roles.
• Vacation days each year.
• Matching of financial donations up to $2,000 or local currency equivalent.
• Up to 40 hours each year for volunteer projects.
• A minimum of 16 weeks of parental leave.
• Competitive pay based on the work performed rather than previous salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed