Strategic Account Executive - AI Natives - West

About the Role

Elastic is building a dedicated AI Native Accounts organization to partner 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, helping them build, scale, and innovate using the Elastic Search AI Platform.

This is a high-impact individual contributor role focused on depth of engagement, executive relationships, and technical credibility rather than broad territory management.

What You'll Do

• Own Strategic Relationships: Build trusted partnerships with founders, CEOs, CTOs, and AI research leaders.
• Drive Complex Sales: Lead sophisticated enterprise 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 strategic partners to develop 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

• Proven track record of exceeding quota in complex enterprise software sales.
• Strong understanding of the AI landscape, including LLMs, AI infrastructure, and cloud-native architectures.
• Exceptional executive presence and the ability to influence C-level stakeholders.
• Expertise in structured sales methodologies (e.g., MEDDPICC).
• Ability to collaborate cross-functionally with Solutions Architecture, Product, and Customer Success.
• Experience with developer-first go-to-market strategies and product-led growth (PLG) is a plus.

Compensation & Benefits

• OTE Range: $226,500 – $358,300 (50/50 base/variable split).
• Equity: Eligible to participate in Elastic's stock program.
• Retirement: 401k with dollar-for-dollar matching up to 6%.
• Well-being: Competitive health coverage, flexible schedules, generous vacation, and parental leave (minimum 16 weeks).
• Giving Back: Company matching for financial donations and paid volunteer time.