Principal, Sales Enablement - Elastic

About Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Used by more than 50% of the Fortune 500, our platform brings together the precision of search and the intelligence of AI to help organizations deliver on the promise of AI.

The Role

As a Principal in Sales Enablement, you will leverage your background as a top-performing Account Executive to enable Elastic AEs. Working closely with AMER Sales Leadership, you will pinpoint performance gaps using data, design tailored enablement, and deliver training that drives sales success.

Key Responsibilities

• Diagnose Performance Gaps: Partner with AMER VPs and RevOps to analyze sales data (Gong, Salesforce, Clari) and identify root causes for performance gaps.
• Targeted Enablement: Design and deliver blended, cohort-specific remediation programs rather than one-size-fits-all training.
• End-to-End Ownership: Manage the full lifecycle of AMER training experiences from scoping to post-training reinforcement.
• Methodology Champion: Lead MEDDPICC and Value Selling initiatives, including deal clinics and pipeline review sessions.
• Training Delivery: Facilitate interactive sessions on GTM topics, including Sales Process Execution, Forecasting, and AI for Sellers.
• Generative AI Integration: Teach sellers to embed GenAI tools (Claude, Gemini, NotebookLM, Gong, Avarra) into daily sales motions.
• Sales Tool Mastery: Drive adoption of the sales tech stack, including Salesforce, Seismic, Clari, Outreach, and LinkedIn Sales Navigator.
• Measurement & ROI: Partner with RevOps to connect training participation to core GTM metrics like win rates, ACV, and sales cycle length.
• Feedback Loops: Lead the AMER Enablement Advisory Board to standardize feedback and prove ROI.

What You Bring

• 3+ years of B2B tech/SaaS sales experience as a top-performing AE (AI, database, observability, or cybersecurity preferred).
• 2+ years of experience in sales enablement, field coaching, or sales training.
• Deep expertise in MEDDPICC/MEDDICC, Value-Based Selling, and Command of the Message.
• Proficiency with Salesforce, Seismic, Clari, Outreach, and Gong.
• Early adopter mindset with Generative AI platforms.
• Strong executive presence and the ability to facilitate high-level strategy sessions and pitch clinics.

Benefits

• Competitive pay with stock program eligibility.
• Company-matched 401k (up to 6%).
• Flexible locations and schedules.
• Generous vacation policy and 16 weeks of parental leave.
• Donation matching and volunteer time off.