Sr. Director, Field Technology and AI - Elastic

About the Role

As the Sr. Director, Field Technology and AI, you will lead the GTM Technology organization responsible for accelerating and applying AI across Elastic's Go-to-Market motion. Reporting to Revenue Operations leadership, you will own the strategy, roadmap, and execution for four interconnected teams: Engineering, Data Science, Customer Data Strategy, and Application Administration.

This is a senior, enterprise-wide leadership role. Your responsibility is to align these disciplines into a single, coherent operating model that solves GTM problems at scale, setting the vision for how AI is embedded into the seller and GTM leader experience.

Key Responsibilities

Strategy & Leadership

• Define the Vision: Own the strategy for applying AI across the GTM ecosystem, aligning Engineering, Data Science, Customer Data Strategy, and Application Administration into a unified roadmap.
• Lead Multi-Disciplinary Teams: Mentor and lead four functional teams, setting clear success measures and developing leadership within each.
• Drive AI Adoption: Partner with GTM, Sales, Marketing, Legal, IT, and Finance leaders to identify and solve high-leverage GTM problems using AI.
• Executive Communication: Establish KPIs for AI-driven outcomes and report progress, trade-offs, and business impact to executive stakeholders.

Execution & Delivery

• Operationalize AI: Champion a portfolio of applied AI use cases, including account scoring, next-best-action, seller copilots, agentic workflows, and conversational analytics.
• Cross-Functional Influence: Drive alignment with peer leaders across Revenue Strategy, Marketing, Finance, and IT to secure investment and resolve organizational trade-offs.
• Technology Governance: Make principled build/buy/partner decisions, balancing innovation speed with platform stability and cost.
• Responsible AI: Establish principles, guardrails, and review mechanisms to ensure AI is deployed accurately, explainably, and securely.

What You Bring

• Strategic Leadership: 12+ years of experience in GTM technology, RevOps, or applied AI, with 7+ years in senior leadership managing leaders-of-leaders.
• GTM Expertise: Proven track record of transforming GTM technology in a global B2B SaaS environment.
• Technical Fluency: Deep knowledge of the modern GTM stack (Salesforce, marketing automation, etc.) and modern data/AI stacks (BigQuery, Snowflake, Databricks, LLM orchestration).
• Executive Presence: Ability to translate complex technical strategy into business outcomes for senior stakeholders.
• Data Governance: Strong understanding of MDM and the data quality foundations required for enterprise-scale AI.

Bonus Points

• Hands-on experience with agentic AI, RAG, or knowledge-graph-based approaches.
• Working knowledge of the Elastic Stack (Elasticsearch, Kibana, vector search).
• Experience partnering with central IT/Enterprise Data organizations.