Senior Manager, Inside Sales

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.

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!

• 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.

• 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

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

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…