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Public Sector Account Executive — Brasilia, Brazil

Elastic· Sales - AMER LATAM
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Hybrid (Brasília)Full-timePosted 1mo ago

About the role

Public Sector Account Executive responsible for driving net-new revenue and expansion within government accounts centered in Brasilia, Brazil, owning a strategic federal and public sector territory and managing procurement cycles in a consumption-based cloud model.

Responsibilities

  • Own Your Territory & Build Pipeline: Develop and execute a proactive outbound strategy across public sector entities in Brasília, leveraging community, customer, and partner ecosystems to generate ≥ 50% of booked opportunities.
  • Deep Discovery & Qualification: Uncover mission pains, business impact, public budgets, and decision criteria using MEDDPICC to manage high-confidence pipeline.
  • Value Storytelling & Demos: Deliver tailored narratives and demonstrations mapping Elastic’s capabilities to government priorities, digital transformation, and citizen services.
  • Mutual Deal Strategy & Forecast Accuracy: Construct formal close plans with stakeholders, manage sales cycles, and drive forecast accuracy within ±10% (target 90%+).
  • Executive Negotiation & Closing: Guide complex public sector procurement processes, structure give/get trades, and secure multi-year consumption and project commitments.
  • Complex Project Execution: Drive high-value projects into net-new logos and expand usage within the installed base in the public sector.
  • Domain & Cloud Acumen: Speak fluently about cloud economics, usage-based pricing, and enterprise data architectures.
  • Cross-Functional Partnership: Collaborate with Solutions Architects, Customer Success, Marketing, and Channel Partners to accelerate deals and deliver outcomes.

Qualifications

  • 5+ years of experience closing complex Enterprise/Public Sector deals in SaaS, cloud, or consumption-based environments.
  • Proven track record in both net-new government logos and expanding existing accounts.
  • Public Sector procurement familiarity in Brasília, including RFIs/RFPs and budgeting cycles.
  • Ecosystem & Technical Fluency across Enterprise Search, Logging, Security (SIEM/XDR), Observability, Vector/AI Search, and Cloud platforms.
  • Mastery of MEDDPICC or equivalent frameworks for public sector deal cycles.
  • Executive & Developer credibility with cross-functional stakeholders.
  • Appreciation for Open Source GTM and developer/user community.
  • Portuguese native/fluent and professional English.

Skills

Required:MEDDPICCPublic Sector SalesEnterprise Software SalesStakeholder Management

Benefits

  • Competitive pay based on work performed
  • Health coverage for employee and family
  • Flexible locations and schedules
  • Generous vacation days
  • Donation matching up to $2000
  • Up to 40 hours/year for volunteer projects
  • Minimum 16 weeks parental leave
Last updated Sep 10, 2026. Interested? Apply on the company site.
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