About this role
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.
Elastic, the Search AI company, is looking for a new high-energy Regional Vice President to manage the Sales function across the UK Defence, Intelligence, and National Security sectors. This position offers a unique opportunity to manage and shape Elastic’s strategy for this critical public sector vertical, including new logo acquisition across the Ministry of Defence, prime contractors, and the wider Intelligence Community. You will be responsible for 1st Line Leadership across the sector—establishing a scalable, repeatable public sector sales motion and unlocking growth in one of Elastic’s most mission-critical segments. This role will report into the Global Vice President for Public Sector sales.
What You Will Be Doing You will manage and grow a team of Accomplished Account Executives dedicated to the UK Defence and National Security markets. You will build and execute a winning sales strategy tailored to the unique procurement frameworks, security protocols, and mission objectives of the UK defence landscape. You will foster a culture of energy, growth mindset, and high performance—motivating your team to achieve extraordinary results. You will lead from the front by actively engaging in strategic, high-value government deals, coaching your team, and setting the standard for excellence. You will design and implement scalable sales processes, compliant capture management plans, and strategic account segmentation across defence commands and intelligence agencies. You will collaborate cross-functionally with Product, Marketing, and specialized Public Sector Partner/SI teams to deliver mission-ready value and innovation to customers. You will ensure quota attainment and drive Elastic’s enterprise sales methodology within complex, long-cycle public sector procurement routes (for example, Crown Commercial Service frameworks). You will champion teamwork, transparency, creativity, and continuous improvement. You will travel regularly across the UK to assist in deal creation, secure facility meetings, and closure, as well as providing strong leadership and support to your field team. You will partner across Elastic’s leadership community to ensure a seamless, highly secure customer experience from onboarding to deployment.
What You Bring You are a proven sales leader with extensive experience running high-performing enterprise SaaS or software sales teams within the UK Defence, MoD, or National Security verticals. You have a deep understanding of UK public sector procurement pathways and defense framework agreements. You are experienced to lead in a complex, matrixed global technology organization. You have a growth mindset: resilient, curious, and motivated to build and scale a mission-critical sector. You possess strong analytical and data-driven decision-making skills. You have experience designing and implementing structured sales strategies, capture plans, and territory management models for government accounts. You have existing relationships with key UK defence primes, systems integrators, and crown stakeholders. You hold an active UK Security Clearance (SC or DV clearance), or are eligible and willing to undergo the vetting process.
Bonus Points Prior experience at an open-source or developer-centric infrastructure company. Familiarity with how observability (logs, metrics, traces) and security analytics (SIEM/XDR) protect critical national infrastructure and support cyber defence operations.
Additional Information As a distributed company, diversity drives our identity. Elastic is the type of company where you can balance great work with great life. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. Competitive pay based on the work you do here and not your previous salary, health coverage for you and your family in many locations, the ability to craft your calendar with flexible locations and schedules for many roles, a generous number of vacation days each year, and opportunities to contribute to charitable donations and volunteer projects. Elastic supports parental leave and is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by law. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all. For accessibility requests during the application or recruiting process, please contact the provided accessibility channel. Elastic develops and distributes encryption software and technology that is subject to export controls and licensing requirements for individuals located in or nationals of certain sanctioned countries and regions. Please see our Privacy Statement.