Role Description Elastic is seeking a US Public Sector Account Executive to expand our footprint within a key national security account. This role will focus on driving adoption of Elastic’s cutting-edge search AI, observability, and security solutions to support mission-critical operations. The ideal candidate will have deep domain expertise of IC missions, organization, and procedures as well as an understanding of IC acquisition processes, and a passion for solving complex challenges with innovative technology. - Drive Elastic's sales strategy for the agency, delivering tailored solutions for operational and cybersecurity needs. - Cultivate relationships with key leaders within the agency, identifying opportunities to support mission success with Elastic’s products. - Collaborate with government stakeholders and system integrators to design and implement Elastic solutions to improve the agency's support to policy makers and other critical customers focusing on success metrics such as responsiveness, accuracy, security, and cost effectiveness. - Partner with internal teams to craft compelling proposals and ensure alignment with federal acquisition requirements. - Stay abreast of evolving mission priorities, IC funding trends, and technological advancements. - Represent Elastic at industry events, briefings, and conferences to showcase capabilities and build partnerships. Qualifications - Understanding of IC missions, organizations, partner ecosystem, and operational requirements. - Proven success in consultative sales within the US IC. - Familiarity with security operations centers (SOCs), data analytics, cybersecurity frameworks, IT infrastructure monitoring, and geospatial intelligence processes. - Strong interpersonal, communication, and negotiation skills, with the ability to translate technical solutions into mission value. - Experience navigating federal procurement processes and contracting vehicles. - Active TS/SCI with full scope poly security clearance. Preferred Background - Deep understanding of the agency's missions, organizations, partner ecosystems, and operational requirements. - Expertise in cybersecurity, air-gapped commercial cloud services, data analytics, or IT infrastructure management within IC environments. Compensation 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: - $226,500 — $380,000 USD - 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. - 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. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Double your charitable giving - We match up to $1500 (or local currency equivalent). - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave. 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, Endgame Systems is the type of company where you can balance great work with great life. 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. - Different people approach problems differently. We need that. - Endgame Systems is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. - 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.

• Responsible for professionally and effectively representing International Paper’s Packaging Solutions North America (PSNA) business in the packaging marketplace. This requires successful management of a sales territory by developing and fostering sound customer relationships. • Sales Representatives are responsible for generating profitable sales, largely through regular and customary in-person interactions with prospective and existing customers. • Examines and evaluates a customer's packaging needs and then offers recommendations to fulfill those needs while striving to meet the directives established by regional and plant management. • Profitably grow the business with priority strategic (high transactional to consultative mix) accounts by developing and successfully implementing Key Account Plans. • Enable profitable decision-making through demonstrated knowledge of; general business principles, internal financial management and industry business practices. • Identify and implement Value Propositions with priority customers through knowledge and application of IP corporate/business capabilities and resources. • Create IP advantage through continuous evaluation of market conditions, competitive environment and opportunities for innovation. • Should be able to travel to multiple customer sites/meetings weekly and work in a variety of environments, including client sites, trade events, etc. (50% or more of the time). • May act as account team leader.

• Achieve monthly, quarterly, and annual revenue targets within assigned territory and accounts. • Develop and execute strategic account plans to identify, engage, and expand opportunities with prospective customers. • Build and maintain relationships with executive-level stakeholders, including Public Works Directors, City Managers, Operations Leaders, and other key decision-makers. • Manage the end-to-end sales process, including prospecting, discovery, solution presentations, proposal development, contract negotiations, and deal closure. • Lead customer discovery conversations to understand operational challenges, business objectives, and technology requirements. • Coordinate internal resources including Sales Engineering, Product, Customer Success, and Professional Services to deliver compelling customer solutions. • Maintain accurate opportunity forecasting and pipeline management within CRM systems. • Represent Routeware at industry events, conferences, customer meetings, and networking opportunities. • Develop a deep understanding of Routeware's products, market position, and competitive landscape. • Collaborate with Marketing and Business Development teams to generate pipeline and expand market presence. • Travel as needed to support customer meetings, presentations, and industry events.

• Educating customers on the value of Dataiku in a thoughtful way • Prospecting and generating net new pipeline • Driving revenue through proactive outreach to existing customers • Providing recommendations based on a customer’s business needs and usage patterns • Strong belief in a customer centric selling philosophy and applying a consultative approach in customer interactions • Serving as the voice of the customer and collecting feedback to drive continuous improvement across all areas including product