Role Description Elastic, the Search AI company, is seeking a dynamic Federal Account Executive. As an integral part of our growth strategy, you will play a key role in growing our presence within the UN (United Nations), World Bank, and NARA (National Archives and Records Administration) customer accounts. This is an opportunity for those who are passionate about empowering companies through groundbreaking AI-powered search technology and analytics, enabling them to unlock the full potential of their data. What You Will Be Doing: - Drive the adoption of Elastic's AI-powered search solutions within new Federal Civilian accounts and deepen our engagement with existing ones. - Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights. - Champion our Open Source offerings, articulating the value and capabilities of our sophisticated commercial features. - Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently. - Proactively identify new business opportunities with customers, effectively navigating complex sales cycles. - Develop a comprehensive business plan using community, customer, and partner ecosystems to drive significant growth within your territory. Qualifications - A proven track record in SaaS subscription sales, particularly in complex accounts, evidenced by quota overachievement and strong customer references. - Demonstrated experience selling to Federal Civilian agencies, particularly the UN (United Nations), World Bank, or NARA (National Archives and Records Administration). - In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM, and Cloud. - Adept at building relationships and establishing credibility with both developers and executives. - Consistent and accurate sales forecasting skills using SFDC. - Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions. - Prior experience selling into the Enterprise accounts included in this territory. Requirements - Experience in selling within an Open Source model. Benefits - Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). - The typical starting OTE range for new hires in this role is $226,500 — $358,300 USD. - Elastic's stock program participation. - Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings. - Health coverage for you and your family in many locations. - Flexible locations and schedules for many roles. - Generous number of vacation days each year. - Financial donations and service matching up to $2000 (or local currency equivalent). - Up to 40 hours each year to use toward volunteer projects. - Minimum of 16 weeks of parental leave.

• Responsible for promoting and selling Pace Analytical services within an assigned territory • Increases Market Share through new business growth • Visits customer establishments to evaluate needs or to promote services • Maintains customer records using automated systems • Negotiates prices or terms of sales or service agreements • Contacts new or existing customer to discuss how specific products/services can meet their needs • Provides intermediate to complex analysis, interpretation, and counsel to customers • Analyzes and reviews operations, results, feedback, and related sales information • Ensures the accuracy of intermediate to complex sales and operational databases, reports, and related details • Contributes to the efficiency and effectiveness of the department's service to its customers

Role Description Responsible for revenue generation, new customer acquisition, and profitable promotion of Biocare reagent products (IHC, ISH, Detection, Ancillaries) to existing and future customers. Focus on customers in clinical markets as well as research/pharmaceutical/biotech markets, specifically: - Immunohistochemistry laboratories - In-situ hybridization laboratories - General pathology and histology markets Also responsible for revenue generation, new customer acquisition, and profitable promotion of Biocare Instrumentation (Oncore PRO, Oncore Pro X, intelliPATH+, intelliPATH MAX, Antigen Retrieval Chamber, Other equipment) to existing and future customers. Territory Available: Pacific Northwest - Washington or Oregon Qualifications - Bachelor’s Degree required - Three to five (3-5) years of relevant Sales and Industry experience - Strong entrepreneurial spirit - Self-assured problem solver - Strong motivation and drive in selling skills, negotiating, and closing deals - Exceptional attention to detail and follow through - Exceptional time management and organizational skills - Ability to communicate clearly and concisely in written and verbal formats - Excellence in CRM (SalesForce.com), Business Intelligence (Tableau), and other sales tools - Proficiency in the use of a personal computer - Ability to travel 80%-90% of the time - Current valid driver’s license including a safe driving record Requirements - Meets Annual quota and annual goals set forth in the defined territory - Seeks out prospective customers/business opportunities with new and existing customers - Establishes and maintains customer relationships with focus on growing profitable instrument placements - Manages territory with CRM tools and analyze trends via Business Intelligence tools to maximize revenue - Introduces and demonstrates new products to existing and new accounts - Generate quotations, instrument proposals, and instrument contracts to secure new business - Report competitive conditions and feedback from customers to management - Maintains ethical, cooperative manufacturer relationships consistent with company image - Coordinates the sales process across the entire value chain - Completes sales calls and expense reports on a timely basis in accordance with company policy - Develop and maintain sales forecast to help analyze market conditions - Map existing and target accounts with SFDC ClosePlan™ - Coordinate customer returns and completes proper documentation on a timely basis - Other duties as assigned by Management Benefits - Commission - Company Sponsored Health Insurance - Medical, Dental, Vision - Company Sponsored Life Insurance - Voluntary Benefits - Retirement plan with a match - 401(k) - PTO - Paid Holidays - EAP Expected Hours of Work 8:00 a.m. to 5:00 p.m. Monday – Friday. This position may require extended weekday or weekend hours depending on business needs.

• Support new business development through prospecting, research, and lead follow-up • Manage and grow a portfolio of existing accounts under guidance • Participate in client conversations and help move opportunities forward • Maintain accurate pipeline tracking and CRM updates • Partner with internal teams to support client relationships and delivery • Contribute to pipeline growth and overall sales performance