Federal Account Executive - USPS

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.

Joining our GEO of the Year-winning Public Sector team, Elastic is seeking a results-oriented Federal Account Executive to lead and scale our footprint across the United States Postal Service (USPS)—one of the largest, most technologically complex, and highly distributed enterprise logistics networks in the world.

This is an extraordinary opportunity for a quota-carrying federal seller to drive large-scale adoption of AI-powered search, log analytics, SIEM/XDR, and full-stack observability across mission-critical postal operations, package tracking, digital infrastructure, and inspection services. You will spearhead high-visibility pursuits to modernize legacy IT environments, ensure high system availability for vital national logistics platforms, help postal IT and security leadership comply with federal mandates (including Zero Trust and OMB M-21-31), and displace costly, incumbent SIEM and legacy monitoring tools across the USPS infrastructure.

• Drive Strategic Adoption: Expand the footprint of Elastic’s Search AI, Observability, and Security solutions across key USPS directorates, including IT Operations, Enterprise Analytics, Supply Chain/Logistics Systems, and the USPS Office of Inspector General (OIG) / Postal Inspection Service (USPIS).
• Capitalize on Competitive Displacements: Execute disciplined land-and-expand strategies to replace legacy monitoring and SIEM providers (e.g., Splunk), empowering USPS to dramatically lower total cost of ownership (TCO) while operating at unprecedented scale.
• Act as a Trusted Advisor: Partner closely with postal leadership, enterprise architects, network operations, and CISO/CIO teams to solve critical operational bottlenecks using AI-driven search, real-time log ingestion, application performance monitoring (APM), and threat detection.
• Execute Complex Fed Civ Sales Cycles: Uncover whitespace and program funding, navigate agency-specific procurement vehicles and federal schedules (GSA, NASA SEWP, agency BPAs), and manage multi-stakeholder sales cycles from initial discovery through contract award and consumption expansion.
• Master Mutual Deal Strategy &
  
  Qualification:
  
  Apply rigorous sales qualification frameworks (e.g., MEDDPICC) to build repeatable close plans, accurately forecasting quarterly and annual performance in Salesforce (SFDC) within ±10%.
• Build Strategic Ecosystem Coalitions: Build comprehensive pursuit plans aligned with key Federal Systems Integrators (FSIs), postal prime contractors, VARs, and hyperscale cloud partners (AWS, Azure, GCP) to accelerate deal velocity.
• Champion the Elastic Model: Articulate the business and mission value of Elastic’s commercial features, managed services, and FedRAMP authorized cloud environments while leveraging our foundational open-source roots and developer community.

• Proven Federal Quota-Carrying Success: 5+ years of closing complex, multi-stakeholder enterprise deals selling software, SaaS, or consumption-based cloud solutions into Federal Civilian (Fed Civ) or quasi-governmental enterprise environments, with a consistent history…