About the position

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. About Elastic Elastic, the Search AI Company, enables government agencies and enterprises to turn massive, disparate data into real-time operational intelligence at scale. The Elastic Search AI Platform brings together the precision of search and the speed of AI to accelerate mission-critical outcomes across the public sector. By unifying structured and unstructured data while maintaining strict security, compliance, and data sovereignty standards, Elastic’s cloud and hybrid solutions for enterprise search, observability, and cyber threat hunting help agencies deliver on the promise of modern AI and IT modernization. Thousands of organizations worldwide—including federal agencies like NASA, DHS, VA, US Army, US Airforce, GSA, as well as enterprise leaders such as Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, The New York Times, Wikipedia, and Verizon—rely on Elastic to power their most vital infrastructure. Founded in 2012, Elastic is a distributed company with Elasticians supporting missions around the globe. Learn more at elastic.co.

Responsibilities

• Serve as Mission Strategist: Act as the lead technical advisor for your assigned Federal Civilian accounts, working alongside Account Executives to drive territory strategy from initial discovery to the technical win.
• Architect Value-Driven Solutions: Develop a deep understanding of agency modernization mandates, IT goals, and operational pain points, articulating how Elastic delivers immediate mission value and cost optimization. Demonstrating knowledge, expertise and critical thinking to apply Elastic and integrate it with the overall enterprise data landscape.
• Build Executive & Technical Trust: Cultivate lasting relationships across all levels of customer leadership, from program managers and enterprise architects to Agency CIOs, CISOs, and CTOs.
• Drive Demonstrations & Proofs of Concept (POCs): Deliver compelling technical demonstrations, tailored POCs, and custom architectural prototypes to validate Elastic’s capabilities across search, observability, and security use cases.
• Partner & Ecosystem Collaboration: Work closely with Federal System Integrators (FSIs), VARs, and strategic partners on joint account plans, RFIs/RFPs, and program captures.
• Voice of the Federal Customer: Advocate for federal-specific requirements—such as compliance standards, air-gapped environment needs, and security controls—directly to Elastic product management and engineering.
• Community Engagement: Represent Elastic at regional public sector events, federal user groups, and tech summits across the DMV area.

Requirements

• Based in the Washington, D.C., Baltimore, MD, or Tysons Corner / Northern VA area, with the ability to work in a hybrid capacity and collaborate in-person at the Elastic Virginia office.
• 4+ years of experience as a Solutions Architect, Systems Engineer, or Technical Presales Consultant in the enterprise software or federal high-tech space.
• Familiarity or direct experience supporting federal mission areas, with demonstrated experience in: Healthcare & HHS, Fraud, Waste, and Abuse (FWA) & Regulatory Oversight, Federal Data & Analytics Initiatives, Financial Systems & Federal Reserve, International Affairs, State Department, and Civilian NGOs
• Demonstrated success leading technical evaluations and analysis of alternatives (AOA), overcoming technical objections, and articulating the ROI of platform modernization and software re-architecture.
• Proven ability to influence technical decision-makers and inspire confidence in both small technical teams and large executive audiences.
• A passion for self-driven learning, keeping pace with emerging open-source technologies, cloud-native architecture, and AI/ML trends.

Nice-to-haves

• Design experience with AI systems, foundation models, and closed LLM are highly desirable especially when using data systems to provide secure enterprise context.
• Experience in Machine Learning (supervised and unsupervised), data resilience and failover architectures, systems designs are a plus.

Benefits

• 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 for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to \$2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave
• company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Elastic's stock program