Opportunity at
ElasticPrincipal, Sales Enablement
Elastic has opened a Principal role in Sales Enablement serving its AMER sales organization. The job is full-time, listed in the United States, and marked on-site.…
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About This Role
Elastic has opened a Principal role in Sales Enablement serving its AMER sales organization. The job is full-time, listed in the United States, and marked on-site. The person is expected to bring the perspective of a strong former Account Executive to coaching other AEs. Work begins with diagnosis. The role sits down with AMER's regional and area vice presidents plus RevOps, studies performance data drawn from Gong, Salesforce and Clari,…
Job Description
Elastic has opened a Principal role in Sales Enablement serving its AMER sales organization. The job is full-time, listed in the United States, and marked on-site.
The person is expected to bring the perspective of a strong former Account Executive to coaching other AEs. Work begins with diagnosis. The role sits down with AMER's regional and area vice presidents plus RevOps, studies performance data drawn from Gong, Salesforce and Clari, and identifies where results fall short and why. Training is then built around particular seller groups rather than a single curriculum, and the role runs each program from initial scoping through live sessions and follow-up reinforcement.
Subjects include MEDDPICC qualification, the sales process, pipeline forecasting, value frameworks and using AI in selling. The role acts as the regional lead for MEDDPICC and Value Selling, hosts deal clinics, pipeline reviews and coaching workshops, and shows sellers how to get the most from tools such as Seismic, Outreach, LinkedIn Sales Navigator and Demandbase alongside Salesforce, Clari and Gong.
The job also includes reviewing self-serve enablement content, flagging duplicate software, and partnering with RevOps to connect training with outcomes such as win rates, average contract value, cycle length and quota attainment. The role leads an advisory board and sets up consistent feedback channels and dashboards that show the value of enablement work.
Candidates should have at least 3 years of selling B2B technology or SaaS as a high-performing AE, ideally in AI, databases, observability or cybersecurity, and at least 2 years in enablement, coaching or training. The ideal person turns complicated technical ideas into simple steps and can command a room in executive strategy sessions and interactive pitch clinics.
Pay is base salary only. The typical starting range is USD 128,200 to 202,900, and USD 153,800 to 243,300 applies in the select metro areas named in the posting.
Responsibilities
- Examine AMER sales metrics with regional VPs, area leaders and RevOps to uncover gaps and their causes
- Build blended remediation tracks tailored to specific seller groups
- Manage every training initiative from scoping through delivery and follow-up
- Champion MEDDPICC and Value Selling across the region
- Lead deal clinics, pipeline reviews and coaching sessions
- Deliver sessions on sales execution, value frameworks, qualification, forecasting and AI for sellers
- Demonstrate GenAI tools such as Claude, Gemini, NotebookLM and Gong for research, deal prep and pipeline building
- Drive adoption of the AMER sales technology stack and refresh self-serve assets
- Measure with RevOps how training correlates with win rates, ACV, cycle length and quota results
- Head the AMER enablement advisory group and standardize feedback loops
Requirements
- At least 3 years as a high-performing AE selling B2B technology or SaaS
- Experience running complex deals from first contact to close, including building executive champions
- At least 2 years in enablement, field coaching or training roles
- Practical use of MEDDPICC or MEDDICC, value-based selling, and the Force Management methodology (Command of the Message)
- Working fluency with Salesforce, Seismic, Clari, Outreach and Gong, plus enthusiasm for GenAI platforms such as Claude, Gemini and NotebookLM
- Skill in reading pipeline data and deal velocity to locate execution gaps
- High energy and executive presence in strategy sessions and interactive clinics
Qualifications
- Sales background in AI, database, observability or cybersecurity is preferred
Core Skills
Benefits
- 401k employer match, dollar for dollar up to six percent of eligible earnings
- Participation in the stock program
- Health coverage that reaches families in many regions
- Schedule and location flexibility across numerous roles
- Generous yearly vacation allowance
- Matching of donations and volunteer effort up to $2,000 (or local equivalent)
- Volunteer time of up to 40 hours a year for causes the employee chooses
- Parental leave of at least 16 weeks
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is the job based?
The listing gives the location as the United States and marks the role as on-site.
What experience is required?
At least 3 years as a high-performing AE in B2B tech or SaaS, plus at least 2 years in sales enablement, coaching or training.
What is the salary range?
The typical base salary range is USD 128,200 to 202,900, or USD 153,800 to 243,300 in listed select metro areas. There is no variable pay.
Which tools should candidates know?
The posting asks for proficiency with Salesforce, Seismic, Clari, Outreach and Gong, plus MEDDPICC or MEDDICC and Value-Based Selling.
How do I apply?
The posting does not describe the application steps. It only lists a contact for accommodation requests during recruiting.
Sample Interview Questions
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