Strategic Account Executive - AI Natives - West

About the Role

Elastic is building a dedicated AI Native Accounts organization focused on partnering with the world's most innovative AI companies. We are seeking an extraordinary Strategic Account Executive to help define how the next generation of AI companies build, scale, and innovate using the Elastic Search AI Platform.

This is a highly strategic individual contributor role. Rather than managing a broad territory, you will own a highly selective portfolio of globally strategic AI-native customers, serving as a trusted advisor to executive and technical leaders.

What You'll Do

• Own Strategic Customer Relationships: Develop trusted relationships with founders, CEOs, CTOs, CIOs, and AI research leaders. Become a strategic advisor by understanding each customer's business priorities and long-term technology strategy.
• Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through commercial negotiation and successful adoption.
• Develop Executive Account Strategies: Build comprehensive account plans that identify executive sponsors, technical champions, and long-term expansion strategies.
• Partner Across the AI Ecosystem: Collaborate with cloud providers, hyperscalers, and AI platform companies to develop scalable sell-with strategies.
• Influence Product Strategy: Serve as the voice of the customer by partnering with Product Management and Engineering to shape the future of the Elastic Search AI Platform.
• Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined pipeline management and forecasting.

What You Bring

• Enterprise Sales Excellence: Proven track record of consistently exceeding quota in complex enterprise software sales.
• AI & Modern Infrastructure Expertise: Strong understanding of the AI landscape, including LLMs, AI infrastructure, cloud-native architectures, and modern data platforms.
• Executive Presence: Demonstrated success building trusted relationships with C-level executives and technical decision-makers.
• Strategic Thinking: Ability to develop long-term account strategies and navigate complex, multi-year enterprise opportunities.
• Operational Excellence: Highly disciplined with expertise in account planning and structured sales methodologies (e.g., MEDDPICC).
• Experience: Background in selling AI infrastructure, enterprise search, cloud platforms, or developer tools into strategic accounts.