RVP - AI Natives

About the Role

Elastic is seeking a visionary RVP - AI Natives to lead, scale, and accelerate the growth of our specialized AI Native business unit. In this strategic executive role, you will lead a high-performing team responsible for a dual motion: selling Elastic’s enterprise Search, vector search, and generative AI platform directly to digital-native AI companies (e.g., OpenAI, Anthropic, Perplexity, Cohere), and co-building/co-selling strategic partnerships with these ecosystems.

What You Will Be Doing

• Lead and Coach Teams: Manage, mentor, and coach a team of specialized Account Executives and Strategic Alliance Managers. Foster an environment of teamwork, transparency, and creativity while traveling regularly for executive support.
• Drive GTM & Sell-With Strategy: Build and execute a dual-track GTM strategy: direct enterprise expansion into AI-native companies and strategic sell-with motions with major AI foundation model providers.
• Quota Achievement & Operational Excellence: Consistently meet or exceed revenue and co-sell targets using rigorous pipeline management, structured forecasting, and deal execution frameworks.
• Engage C-Suite and Partner Ecosystems: Establish trusted-advisor relationships at the CxO, Founder, and VP level within top-tier AI companies.
• Cross-Functional Collaboration: Partner with Product, Engineering, Marketing, and Solutions Architecture teams to influence Elastic's AI roadmap and support joint PoC executions.

What You Bring

• SaaS & Enterprise Sales Leadership: Proven track record leading high-performing software sales teams with a history of quota overachievement.
• AI & Search Domain Fluency: Deep understanding of the modern AI tech stack, including vector databases, hybrid search, LLMs, and RAG.
• Ecosystem & Sell-With Expertise: Demonstrated experience building strategic co-sell partnerships alongside major cloud or AI ecosystem leaders.
• Operational Discipline: Expertise in applying structured methodologies (e.g., MEDDPICC) to complex sales cycles.
• Entrepreneurial Mindset: Resilience and agility to pioneer a hyper-growth vertical and build new market playbooks from scratch.

Bonus Points

• Prior experience selling to or partnering with premier AI foundation model companies.
• Familiarity with open-source software, developer-centric infrastructure, and product-led growth (PLG) dynamics.