RVP - AI Natives

This full-time, on-site executive sales leadership role is based in San Francisco, California. It leads Elastic's AI Natives business unit, which sells the company's search, vector retrieval and generative AI platform sold straight to digital-native AI companies. Companies named in the posting as examples include OpenAI, Anthropic, Perplexity and Cohere. The unit also runs sell-with partnerships in which Elastic and AI ecosystem partners co-build and co-sell. The leader owns both sides of this dual motion, combining direct enterprise expansion with partner-led selling.

The job involves managing Account Executives plus Strategic Alliance Managers who sell to AI-native companies and run joint programs. The leader sets the go-to-market strategy, including account coverage, incentive design, pipeline programs and customer segmentation for this fast-growing segment. Responsibilities also include meeting revenue and co-sell targets through disciplined pipeline management and forecasting, taking part in deal structuring and executive-level closes, and traveling regularly. The leader builds trusted advisor relationships with founders and C-level and VP executives at AI companies, and works with executive, product, engineering, marketing and presales architects colleagues to feed market insight into the roadmap.

Candidates should have a record of running high-achieving software sales groups and exceeding quotas, plus a working grasp of the AI stack, such as vector databases and hybrid search, LLMs, retrieval-augmented generation and generative AI platforms. Experience building co-sell partnerships with major cloud, AI or SaaS vendors is expected, as is fluency with structured methods such as MEDDPICC. An entrepreneurial mindset matters because the role involves building new market playbooks. Prior selling to or partnering with leading AI foundation model companies, and familiarity with open source, developer-focused infrastructure and product-led growth, are listed as bonus points.

The pay mix is 60 percent base salary and 40 percent target variable pay. The typical starting base range is 170,000 to 268,800 USD, the target variable range is 113,200 to 179,100 USD, and the on-target earnings range is 283,200 to 447,900 USD. Benefits include an employer 401k matching of one dollar for every dollar contributed, up to 6 percent of eligible earnings, and eligibility for the stock program.