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. As a Strategic Account Executive, you will own a highly selective portfolio of globally strategic AI-native customers, serving as a trusted advisor to executive and technical leaders.

This is a high-impact individual contributor role focused on depth of engagement, executive relationships, and long-term strategic partnerships rather than broad geographic territory management.

What You'll Do

• Own Strategic Customer Relationships: Build trusted partnerships with founders, CEOs, CTOs, and AI research leaders.
• Drive Complex Enterprise Sales: Lead sophisticated sales cycles from discovery through commercial negotiation and adoption.
• Develop Account Strategies: Create comprehensive plans identifying executive sponsors, technical champions, and long-term expansion opportunities.
• Partner Across the Ecosystem: Collaborate with cloud providers, hyperscalers, and AI platform companies to develop scalable sell-with strategies.
• Influence Product Strategy: Act as the voice of the customer, providing market intelligence to Product and Engineering teams.
• Deliver Results: Consistently achieve revenue objectives through disciplined pipeline management and forecasting.

What You Bring

• Enterprise Sales Excellence: Proven track record of exceeding quota in complex software sales cycles.
• AI & Infrastructure Expertise: Deep understanding of LLMs, AI infrastructure, cloud-native architectures, and modern data platforms.
• Executive Presence: Ability to influence and build relationships with C-suite and technical decision-makers.
• Strategic Thinking: Capability to navigate complex organizations and execute multi-year account plans.
• Operational Discipline: Expertise in sales methodologies such as MEDDPICC, forecasting, and pipeline management.

Benefits

• Competitive OTE with a 50/50 base/variable split.
• Participation in Elastic's stock program.
• Company-matched 401k (up to 6%).
• Comprehensive health coverage for you and your family.
• Flexible work schedules and generous vacation policy.
• Support for volunteer projects and financial donation matching.
• Minimum 16 weeks of parental leave.