Sales Development Representative - Public Sector

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 is expanding its Sales Development team to support the explosive adoption of our offerings. Companies like Netflix, Lyft, Facebook, The New York Times, and Tinder are looking to Elastic to help solve their big data problems. As a Sales Development Representative (SDR), your role is to proactively identify, nurture, and create new opportunities. We care about the quality of the interactions you have with our users more than the quantity of calls you make.

At Elastic, you will work with current users to understand their use case and help them navigate their Elastic journey.

We provide office space for in‑person training, collaboration, and team building, used by SDRs on average of 1–2 days per week depending on tenure, team, and preference. This in‑person collaboration helps build stronger relationships and a more supportive environment.

• Collaborate with sales, marketing, and our partner team to develop new strategies to build our sales pipeline and grow our business.
• Balance the reactive work of responding to interested users with a creative and proactive approach to identify new opportunities.
• Use Salesforce, Outreach, Linked In, and other prospecting tools to research accounts, identify key contacts, and craft targeted messaging.
• Learn our technology and effectively communicate our value proposition with a technical audience. Work to understand their goals and challenges to better understand how we can help.

• 0–1 year(s) of SaaS sales experience. Public sector or federal focus preferred.
• Willingness to be in the Arlington, VA office 3 days a week.
• Open to feedback, genuinely curious, and constantly looking for ways to learn and improve.
• Genuine love of technology, with the ability to learn and communicate complex technical concepts. We’ll provide resources.
• Not afraid to pick up the phone – this is the path to success.
• Ability to hit your monthly targets, being results‑oriented and focused on achievement through self‑discipline, creativity, and passion.
• Desire to be part of something bigger than yourself.

Base salary plus a variable component that together comprise the On‑Target Earnings (OTE). OTE is based on a 70/30 pay mix (base salary/variable). The typical starting OTE range for new hires in this role is $65,900 – $104,200 USD.

Typical starting salary range: $46,200 – $73,000 USD.

Typical starting target variable range: $19,700 – $31,200 USD.

• 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.
• Generous number of vacation days each year.
• We match up to $2,000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects.
• Parental leave: minimum 16 weeks.

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…