Strategic Account Executive - AI Natives - West

About Elastic

Elastic, the Search AI Company, empowers everyone to find real-time answers using all their data at scale, unlocking the potential of businesses and people. Our Search AI Platform, utilized by over 50% of the Fortune 500, combines search precision with AI intelligence to accelerate critical results. By leveraging all structured and unstructured data and enhancing data security, Elastic's cloud-based solutions for search, security, and observability enable organizations to fully realize the promise of AI.

The Role: Strategic Account Executive - AI Natives

Elastic is establishing a dedicated AI Native Accounts organization to partner with the world's most innovative AI companies. We are seeking an exceptional Strategic Account Executive to help shape 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.

Instead of managing a broad territory, you will own a select portfolio of globally strategic AI-native customers. You will collaborate directly with executive and technical leaders to address complex AI, search, and data challenges, accelerating the adoption of the Elastic Search AI Platform. Success extends beyond revenue; you will act as a trusted advisor, cultivate long-term executive relationships, influence product strategy with customer insights, and significantly contribute to one of Elastic's top growth initiatives.

This role focuses on depth of engagement, executive relationships, technical credibility, and long-term strategic partnerships, working closely with Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, Strategic Alliances, and Executive Leadership.

What You'll Do:

• Own Strategic Customer Relationships: Develop trusted relationships with founders, CEOs, CTOs, CIOs, AI research leaders, engineering executives, and senior technical stakeholders within a focused portfolio of AI-native organizations. Act as a strategic advisor by understanding each customer's business priorities, AI initiatives, and long-term technology strategy.
• Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption. Navigate complex buying environments and build alignment across technical, business, and executive stakeholders.
• Develop Executive Account Strategies: Build comprehensive account plans identifying executive sponsors, technical champions, whitespace opportunities, competitive positioning, ecosystem partners, and long-term expansion strategies to maximize customer success and business growth.
• Partner Across the AI Ecosystem: Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators to develop scalable sell-with strategies that accelerate customer adoption and strengthen Elastic's position in the AI ecosystem.
• Influence Product Strategy: Serve as the voice of the customer by partnering closely with Product Management and Engineering. Deliver market intelligence and customer feedback to shape the future of the Elastic Search AI Platform.
• Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined account planning, pipeline management, accurate forecasting, opportunity inspection, and operational excellence.

What You Bring:

• Enterprise Sales Excellence: Proven track record of consistently exceeding quota in complex enterprise software sales cycles involving executive stakeholders, technical decision-makers, and global organizations.
• AI & Modern Infrastructure Expertise: Strong understanding of the AI landscape, including LLMs, AI infrastructure, developer platforms, cloud-native architectures, modern data platforms, and enterprise AI adoption. Ability to engage in strategic technical conversations with engineering and AI leaders.
• Executive Presence: Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers. Skilled at influencing strategic business outcomes through executive engagement and value-based selling.
• Strategic Thinking: Ability to develop long-term account strategies, identify growth opportunities, navigate complex organizations, and execute multi-year customer plans.
• Cross-Functional Leadership: Proven ability to collaborate effectively across Sales, Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances to deliver exceptional customer outcomes.
• Operational Excellence: Highly disciplined with expertise in account planning, forecasting, pipeline management, executive inspection, and structured sales methodologies (e.g., MEDDPICC).
• Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, data platforms, or enterprise software into strategic enterprise accounts.
• Experience working with AI-native organizations, hyperscalers, or other high-growth technology companies.
• Existing executive relationships across the AI ecosystem.
• Familiarity with open-source software, developer-first go-to-market strategies, and product-led growth (PLG).
• Experience managing highly strategic, complex, multi-year enterprise opportunities.

Compensation & Benefits

Compensation includes base salary and a variable component, comprising the On-Target Earnings (OTE) with a 50/50 pay mix. The typical starting OTE range is $226,500 - $358,300 USD.

This role is eligible for Elastic's stock program. Additional benefits include a company-matched 401k (up to 6% of eligible earnings), health coverage, flexible locations and schedules, generous vacation days, matching for financial donations and service, volunteer time off, and a minimum of 16 weeks of parental leave.

Additional Information

Elastic is a distributed company that values diversity and inclusion. We offer competitive pay, health coverage, flexible work arrangements, generous PTO, and support for community involvement and parenthood. We are an equal opportunity employer committed to creating an inclusive culture. Accommodations are available for individuals with disabilities during the application and recruiting process.

Applicants have rights under Federal Employment Laws, including FMLA, Pay Transparency, and EPPA. Please review the provided posters for details.

Elasticsearch technology is subject to U.S. and other countries’ export controls. Individuals located in or nationals of sanctioned countries (Belarus, Cuba, Iran, North Korea, Syria, Russia, including annexed Ukrainian territories) may require an export license for employment in this role. National origin and nationality do not affect employment eligibility.

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