Senior Account Executive – Defence & Public Safety (Nordics)

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 is the Search AI Company, helping organisations find answers in real time, across all their data, at scale. Trusted by more than half of the Fortune 500, our platform underpins mission-critical operations in security, observability, and search. Across the Nordics, we are building out our presence in Public Safety & Defence, sectors where performance, security, and data integrity are not preferences, but requirements. The Role We are looking for a Senior Account Executive to own and grow Elastic's business across the Defence and Police in Sweden, Norway, and Finland. You will work with the Armed Forces, Ministries of Defence, Police authorities, and related national security agencies, driving pipeline, building relationships, and closing complex deals in some of the most demanding buying environments that exist. This role is not for generalists. It is for someone who has been in this world long enough to understand how it works, and who has the network, credibility, and patience to succeed in it. Eligibility for national security clearance is a hard requirement. What You Will Do Own strategic accounts across Defence, Armed Forces, and Police in all three countries Engage senior stakeholders across IT, operations, intelligence, and leadership Navigate government procurement, tenders, and compliance frameworks with confidence Position Elastic around use cases like cyber defence, operational intelligence, situational awareness, and large-scale data analysis Lead full deal cycles from identification and qualification through negotiation and close Collaborate with Solutions Architects, partners, and leadership on complex, security-sensitive engagements What You Bring Direct experience working with or selling into Defence, Police, or national security organisations in the Nordics, this is non-negotiable An established network and the ability to open doors across relevant agencies Proven track record closing large, complex deals in regulated or government environments Understanding of military operations, intelligence workflows, or public safety environments The ability to work independently and build trust with highly demanding stakeholders Eligibility for national security clearance Fluency in Swedish and strong English; additional Nordic languages are a plus What Sets You Apart A background in Defence, Police, or intelligence. Experience selling into classified or sensitive environments. The kind of domain knowledge that earns credibility before a pitch even starts. Why It Matters Elastic supports organisations responsible for protecting people and nations. This role sits at the intersection of that mission and commercial execution, and success depends as much on trust and domain expertise as it does on closing deals. Compensation for this role is in the form of base salary plus a variable component. At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets. The final compensation offered within the applicable range will be determined bas