SDR Manager; Federal - Arlington, VA

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.

• Clearly communicate with and influence upper management to secure resources.
• Develop creative strategies for driving rep productivity and pipeline growth.
• Operate and thrive in an entrepreneurial, self‑starting environment.
• Prioritize and manage a variety of high‑visibility, high‑impact initiatives.
• Identify, hire and coach top talent.
• Work with the Sales Strategy and Operations Team to define strategy and processes that improve productivity and scale team growth.
• Collaborate with Marketing to ensure quality lead generation, education and nurturing.
• Work closely with Sales Executives to maintain a robust pipeline that meets monthly revenue targets.
• Motivate the team with creative incentives and inspire through a shared vision and values.
• Regularly report on key individual and team metrics to identify strengths and areas for improvement.

• 2+ years of directly managing Sales Development Representatives.
• (Preferred) Experience selling into the federal government.
• 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).

Base salary plus a variable component comprising a 70/30 mix of base salary and target variable.

• Typical starting salary range: $89,600 – $141,700 USD.
• Typical starting target variable range: $38,400 – $60,700 USD.
• Typical starting On‑Target Earnings (OTE) range: $128,000 – $202,400 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.
• Flexible calendars with options for remote work where applicable.
• Generous vacation days each year.
• Matching financial donations up to $2,000 (or local currency equivalent).
• 40 hours of volunteer time per year.
• Minimum of 16 weeks of parental leave.
• Company‑matched 401(k) with dollar‑for‑dollar matching up to 6% of eligible earnings.
• Participation in Elastic’s stock program.
• Holistic emphasis on employee well‑being.

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 identity or expression, 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