Public Sector Account Executive - Defence

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done. Snowflake is about empowering enterprises to achieve their full potential, and people too. With a culture that's all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology and careers to the next level. As an Account Executive on our UK Public Sector team, you will own the Defence territory: selling the Snowflake AI Data Cloud to the Ministry of Defence, defence primes, system integrators, and allied national security organisations. This is a mission-driven, field-based role for someone who understands how data transforms Defence outcomes and can navigate the sensitivities of secure and sovereign environments. As an Account Executive you will: Prospect, win, and onboard net-new Defence logos across the UK, breaking into MOD commands, defence primes, and strategic SIs that are not yet Snowflake customers Run complex, consultative sales cycles that align the Snowflake AI Data Cloud to mission priorities such as readiness, logistics, intelligence, and command and control Position Snowflake Cortex AI, Snowpark, and secure data sharing for sovereign, air-gapped, and high-assurance workloads Partner with Solution Engineers to design architectures that meet Defence security, residency, and accreditation require

About Team & About Role The Rubrik Sales Engineering team helps governments and critical-infrastructure organisations stay operational through cyberattacks, insider threats and disruption. As a Defence Sales Engineer, you'll be the technical voice in front of UK defence customers, working hand in hand with a dedicated Defence Account Executive to protect some of the most sensitive data in the country. You'll own the technical story in an emerging, high-visibility segment, with the autonomy to shape how Rubrik goes to market in defence. What You'll Do Partner with the Defence Account Executive to build and run account plans across the MOD, the armed forces and the wider defence community, so Rubrik is in the room when mission-critical data resilience decisions are made Lead technical discovery and whiteboarding sessions that uncover customers' real operational and security risks, then translate them into clear business cases for technical teams and senior stakeholders Architect and demonstrate Rubrik's Data Resilience, Observability and Remediation solutions, helping defence organisations recover quickly and keep operating when it matters most Run proofs of concept from scoping through to success criteria, giving customers confidence in how Rubrik performs in complex, security-conscious environments Generate pipeline alongside your AE across new prospects and existing accounts, identifying white space and expansion opportunities Qualify opportunities on technical requirements, competition, decision-making process and funding, so the team focuses effort where it can win Act as a trusted advisor to customers and partners, and share what you learn from the field with Product and Sales Enablement to shape how we serve the public sector Grow with the team: learn from experienced SEs, contribute to the SE community and build your expertise in Rubrik's expanding security platform Experience You'll Need Strong experience in a sales engineering, solutions architecture or

About Scale Scale builds AI systems for decisions that matter. We started out providing the data and evaluation behind many of the world's leading models, and we still work with the major frontier labs on research and post-training. Today we also build full applications: we take an organisation's own data and expertise, forward deploy alongside their teams, and build the systems they come to rely on, powered by the Scale GenAI Platform. The Role Defence is under pressure to adopt AI at pace. The 2025 Strategic Defence Review and the Defence AI Strategy push for AI to move from experiment to operational capability, Defence Digital and UK Strategic Command are driving digital and data programmes across the department, and the enabling organisations are being asked to field reliable systems, not pilots. Scale wants to play a foundational role in building the dependable AI applications that shift depends on. We're looking for someone to lead that work across UK defence and the national security community. You'd own our commercial relationships across the Ministry of Defence and its enabling organisations - Defence Digital, UK Strategic Command, DE&S, and Dstl - and the broader defence and security customer base. This is a critical role reporting directly to the new Public Sector leader. You'd carry a number, win deals yourself, and build a small team behind you as the work grows. It suits someone who has sold into defence before and knows how it actually makes decisions, not just how the org charts look. What you'll do Own our commercial plan and pipeline for UK defence and security Find, shape, and close deals yourself, from the first conversation through to contract and into delivery Use the relationships you already have across the MOD, Defence Digital, UK Strategic Command, DE&S, Dstl, and the security and intelligence community Work the defence routes to market, and know which are worth the effort and which aren't (the Defence Sourcing Portal, DASA, JOSCAR

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Okta Sales Team Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers. Public Sector Sales Account Executive Opportunity - UK/I Focus As an Okta Public Sector Account Executive, you will go to market as an expert on our Workforce Identity Cloud offering, helping public sector organisations improve productivity and strengthen security against the biggest identity threats. You will be focused on providing value to C-Suite and senior public sector decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers. What You’ll Be Doing: Establish a vision and plan to guide your long-term approach to net new logo pipeline generation and territory strategy across assigned UK Public Sector accounts Build thorough account plans detailing customer strategy, financials, pains, workforce security objectives and key stakeholders Consistently deliver revenue targets to

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 Elastic, the Search Analytics company, is seeking a dynamic Public Sector Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. We are seeking a Public Sector Account Executive dedicated to evangelising and extending elastics footprint across the education sector. In this role, you will own the full sales cycle—from cold outreach to close—focused on acquiring new logos and working with existing health customers to help solve more of their problems using elastic. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth. What You Will Be Doing Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new Mid-Market accounts while deepening engagement with existing ones. Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. Domain & cloud acumen: Position Elastic as the S

Our Strategic Account Executives target and close new business with Datadog’s largest, most strategic customers and prospects. In this role you’ll be focused on uncovering the pain points organizations face as they operate in or migrate to a cloud environment at scale as well as delivering the appropriate Datadog solution. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: Prospect into large Fortune 1000 companies while running an efficient sales process Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts Develop a deep comprehension of customer's business Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI Handle existing customer expectations while expanding reach and depth into assigned territory Demonstrate resourcefulness when faced with challenges that defy easy solution Have intuitive sense of necessary steps to close business and gain customer validation Identify robust set of business drivers behind all opportunities Ensure high forecasting accuracy and consistency Who You Are: Someone with 5+ years closing experience (mix of field selling within mid-market and enterprise) Driven and have met/exceeded direct sales goals of 1M+ and operated with an average deal size of $100k+ Able to demonstrate methodology to prospect and build pipeline on your own Experienced in working for an innovative tech company (SaaS, IT infrastructure or similar preferred) Experienced in selling into large Fortune 1000 companies with the ability to win new logos Role requires regular travel to client sites, within your area and other regions, using various modes of transportation (car, train, air), depending on business needs Datad