Director, Regional Services (Public Sector)
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AI Summary
Endgame Systems, LLC provides consulting services related to Elastic technology to Government agencies with heightened security needs. Endgame Systems, LLC is a wholly-owned subsidiary of Elastic. Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co. Endgame Systems, LLC, while a subsidiary of Elastic, is an independent entity focused on Government services.
Director, Regional Services - Drive Customer Success with Elastic
About Elastic:
At Elastic, we believe data can power human potential. We're the company behind the Elastic Stack (Elasticsearch, Kibana, Beats, and Logstash), used by organizations worldwide to search, analyze, and visualize data in real-time. We're committed to building a diverse and inclusive workplace where everyone feels valued and empowered to contribute their best.
About the Role:
Elastic is looking for a Regional Services Director (RSD) to lead and grow our Professional Services business across the US Public Sector, with a primary focus on the Department of Defense and Intelligence Community. This is not a coordination role. It demands a hands-on leader who combines deep technical credibility with sharp commercial instincts and the drive to own outcomes end to end.
You will set the strategy, win the work, lead the teams, and be personally accountable for the financial performance of the region. Reporting to the VP, Services USPS, and sitting on the Services USPS Leadership Team, you will work in close partnership with Sales, Engineering, and Delivery to position and deliver outcome-based engagements that generate measurable, lasting value for some of the most complex and mission-critical environments in the world.
This is a build role. The expectation is that the right leader will grow the team, raise the bar on how Services shows up, and leave the practice materially stronger than they found it.
What You'll Own
Business Ownership and P&L Accountability
You will own the numbers: bookings, revenue, utilization, and margin for your region. This means forecasting accurately, managing the P&L with discipline, and making the calls needed to hit plan. You are not a contributor to someone else's business; you are the owner of this one.
Regional Growth Strategy
Define, communicate, and execute a multi-year growth strategy for USPS Services. Identify whitespace, shape the go-to-market approach, build the hiring plan, and drive it forward in lockstep with the Sales Account and Delivery teams.
Technical Leadership and Credibility
You will engage directly with senior technical and mission stakeholders including architects, program leads, CISOs, and mission owners, and be expected to hold your own. You understand how the Elastic platform creates value in search, observability, and security analytics use cases. You can challenge a technical direction, validate a delivery approach, and earn respect from practitioners as well as executives. Your technical depth is what makes your trusted advisor relationship real rather than transactional.
Strategic Account Ownership
Take personal accountability for a portfolio of key accounts. Drive discovery, shape solutions, lead negotiations, and see engagements through to value realization. You are not handing off to a delivery team and walking away. You stay close, you protect the relationship, and you grow the account.
Winning and Closing Complex Engagements
Lead the full pursuit cycle for high-value, often classified or sensitive, services opportunities: scoping, proposal development, SOW structuring, pricing, and contract negotiation. Build customized value propositions that speak to mission outcomes, not just technical features.
Team Development and Culture
Hire well, develop talent, and build a team that is technically excellent and commercially sharp. Create an environment where people grow, deliver on their potential, and are proud of what they are building. You set the standard.
Strategic Input and Practice Evolution
Actively shape the direction of the USPS Services business. Develop best practices, refine delivery methodologies, improve estimation and sizing, and advance offerings. Transfer knowledge from delivery back into the sales organization so the whole motion gets smarter over time.
What We're Looking For
- 6 to 12+ years in professional services, pre-sales, or delivery leadership, with a clear track record of owning commercial outcomes, not just contributing to them
- Demonstrated ability to lead in technically complex environments: you can engage credibly with engineers and architects, not just executives
- Experience in search, analytics, observability, security, or related data and infrastructure technology domains
- Proven record of growing a services business through better offerings, improved delivery, stronger partnerships, or expanded accounts
- Experience owning and closing complex, multi-stakeholder negotiations including contract structure, terms, and milestone-based commercial models
- Comfort operating in or around classified environments; current or former DV/SC clearance strongly preferred
- Ability to travel 30 to 50% of the time
Bonus Points
- Hands-on background as a billable consultant, solutions architect, or technical project manager
- Familiarity with Elasticsearch, Linux, NoSQL, or open source data infrastructure
- Degree in Computer Science, Engineering, Business, or equivalent practical experience
- Genuine enthusiasm for open source technology and what it enables
What Good Looks Like in This Role
The right candidate walks into a customer meeting and can shift registers: technical when the room needs it, commercial when the conversation turns to value and risk, and strategic when the executive sponsor wants to talk about where they are going in three years. They close business, build trust, grow teams, and treat the P&L like it is their own. They make the practice better simply by being in it.
This is a significant opportunity for a leader who wants ownership, scope, and the chance to build something meaningful inside a company that is growing fast and taking professional services seriously.
How to Apply:
If you're ready to make a significant impact and join a company that values your contributions, we encourage you to apply today!
Compensation
The typical starting Total Cash Compensation range for new hires in this role is between $207,000 - $285,000, which consists of a Base Salary or a Base Salary plus a Target Commission, depending on the specific role. The Base Salary offered may vary depending on factors including skills and experience.
Additionally, this role is currently eligible to participate in Elastic’s equity plan as well as a range of health & wellbeing, retirement savings, and other benefits within a holistic total rewards offering.
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, Endgame Systems 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
- Ability to craft your calendar with flexible locations and schedules for many roles
- Generous number of vacation days each year
- Double your charitable giving - We match up to $1500 (or local currency equivalent)
- Up to 40 hours each year to use toward volunteer projects you love
- Embracing parenthood with minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Endgame Systems 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 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, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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