SDR Manager; Federal - Arlington, VA

What is the Role

Elastic is looking for a passionate and energetic Sales Development Manager (Federal) to lead the hiring, enablement and coaching of our Federal Sales Development Representatives.

The SDRs play a critical role in driving the top of the sales funnel and help users navigate the Elastic journey and generate new business opportunities.

• You are a coach  enjoy building and enabling successful teams through a clear vision, structure and strategy. You are known for being able to create a thriving team culture based on a shared set of values and appropriately designed incentives. You are focused on process and best practices but are not a micromanager of your team members. In addition, you have the following attributes:
  • Ability to clearly communicate with and influence upper management to secure resources
  • Creative mindset in thinking about driving rep productivity and pipeline growth
  • Desire and ability to operate and thrive in an entrepreneurial, self-starting environment
  • Self-disciplined with the ability to effectively prioritize and handle a variety of high‑visibility, high‑impact initiatives
  • Help identify, hire and coach top talent
  • Work with the Sales Strategy and Operations Team to help define strategy and processes to improve productivity and scale growth of team
  • Work with Marketing to ensure quality generation, education and nurturing of leads
  • Work closely with Sales Executives to ensure enough quality pipeline to help meet monthly revenue targets
  • Motivate team with creative incentives and inspire through a shared vision and values
  • Regularly report on key individual and team metrics to identify strengths and area for improvement

• 2+ years of directly managing Sales Development Representatives
• Experience selling into the federal government (preferred)
• Proven success in driving pipeline through inbound and outbound prospecting strategies
• Ability to commute to our Arlington, VA office 3 days a week. This is not a fully remote position.

• Competitive base salary and variable component to achieve On‑Target Earnings (OTE) in the range of $128,000 - $202,400 USD.
• Eligible to participate in Elastic's stock program.
• Company‑matched 401(k) with dollar‑for‑dollar matching up to 6% of eligible earnings.
• Health coverage for you and your family in many locations.
• Generous vacation days each year.
• Matching up to $2,000 for financial donations and service.
• Up to 40 hours per year for volunteer projects.
• Minimum 16 weeks of parental leave.
• Flexibility in location and schedule for applicable roles.

Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates diversity. 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. To request an accommodation during the application or recruiting process, please email candid We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws. Export controls may apply based on location and nationality.