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.

What is The Role:

Are you a collaborative sales leader who thrives on coaching teams, building strong pipeline, and delivering results? Join Elastic as our Inside Sales Representative (ISR) Manager for the Public Sector. In this role, you will manage a team of ISRs in the region and play a pivotal role in our growth strategy, uncovering and capitalizing on new opportunities within government agencies and educational institutions.

In this key leadership role, you'll shape a high-impact sales environment that values collaboration, ownership, and continuous learning. You will be responsible for a team with a revenue target and your focus will be on developing top sales talent, creating effective sales strategies, and fostering a positive, high-energy culture where your team can thrive. If you’re passionate about growth, structure, and inspiring teams, we’d love to meet you!

What You Will Be Doing:

• Own and deliver revenue goals for new and expansion business across your ISR team focused on the Public Sector.
• Drive new customer acquisition by leading strong prospecting strategies and ensuring a healthy, high-converting pipeline across your ISR team.
• Implement effective sales motions, including structured sales plays, call-out days, and high-impact team routines that boost productivity.
• Coach and mentor your team through regular 1:1s, real-time feedback, and personalized growth plans that support individual development.
• Lead sales enablement efforts by launching training programs and providing the tools and resources necessary for success.
• Track and analyze team performance, using insights to identify areas for growth and implement strategies to improve results.
• Partner with Marketing, Channel, and Solutions Architecture teams to align sales efforts and enhance impact.
• Collaborate closely with Regional Field Sales Leaders to ensure your team’s goals align with overall territory strategy and business priorities.

What You Bring:

• Proven experience managing B2B inside sales, preferably in SaaS or technology environments.
• Strong coaching and enablement background, with a track record of developing sales talent & exceeding targets.
• Inspirational leadership and team-building skills, with a passion for motivating others.
• Excellent organizational skills, with experience implementing and optimizing sales routines and processes.
• Innovative approach to sales strategy, with the ability to adapt and implement effective sales plays.
• Experience in building out teams and hiring top talent, fostering a high-performing and collaborative sales environment

Bonus Points:

• Experience in selling within the public sector or with government clients.
• Familiarity with Open Source models and their application in the public sector.

Additional Information - We Take Care of Our People:

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

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
• 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 a minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. 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 perception or identity, 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 the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Family and Medical Leave Act (FMLA) Poster

Employee Polygraph Protection Act (EPPA) Poster

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

Please see here for our Privacy Statement.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:

$135,900—$215,100 USD

The typical starting Target Variable range for this role is:

$90,600—$143,300 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$226,500—$358,300 USD