Federal Account Executive - USPS

The role

You will drive expansion and net-new revenue within the United States Postal Service (USPS) and related ecosystems. You will lead sales for AI-powered search, log analytics, SIEM/XDR, and observability solutions to modernize legacy IT environments.

What you will do

• Expand the footprint of Elastic solutions across key USPS directorates
• Execute land-and-expand strategies to replace legacy monitoring and SIEM providers
• Partner with postal leadership, enterprise architects, and CISO/CIO teams
• Navigate agency-specific procurement vehicles and federal schedules
• Manage multi-stakeholder sales cycles from discovery to contract award
• Apply MEDDPICC sales qualification frameworks
• Forecast quarterly and annual performance in Salesforce
• Build pursuit plans aligned with Federal Systems Integrators, prime contractors, and cloud partners
• Articulate the business and mission value of Elastic solutions

Required qualifications

• 5+ years of closing complex, multi-stakeholder enterprise deals selling software, SaaS, or consumption-based cloud solutions into Federal Civilian or quasi-governmental enterprise environments
• Consistent history of quota overachievement
• Prior track record selling into the United States Postal Service (USPS) or closely adjacent large-scale civilian logistics/operations environments
• Established relationships among postal buyers, decision-makers, and key delivery primes
• Strong functional understanding of Enterprise Search, Log Analytics, SIEM/SOC operations, APM, Observability, and hybrid-cloud/distributed architectures
• Ability to translate complex technology capabilities into real-world business outcomes
• Ability to structure and negotiate multi-year, multi-million-dollar contracts
• Ability to navigate federal procurement pathways
• Discipline in self-sourcing pipeline and maintaining active pipeline coverage (≥3–4x)
• Discipline in driving CRM hygiene
• Demonstrated track record of career progression, sustained tenure, and proven dependability

Nice to have

• Direct experience displacing legacy SIEM platforms (e.g., Splunk, QRadar) or legacy APM/infrastructure tools
• Familiarity with federal security frameworks, Zero Trust architectures, OMB M-21-31 logging compliance, and FedRAMP cloud deployments
• Existing relationships within the major prime contractors and technology integrators supporting USPS IT and logistics infrastructure
• Prior experience with open-source software, developer-led motions, or consumption/usage-based commercial models

Benefits

• Stock program eligibility
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous number of vacation days each year
• Match up to $2000 for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Minimum of 16 weeks of parental leave

About the company

Elastic is the Search AI Company that enables everyone to find answers in real time using all their data at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500.