Opportunity at
ElasticStrategic Account Executive - AI Natives - West
Elastic has set up an AI Native Accounts group to work with leading AI companies. This full-time, on-site individual contributor job covers Texas and the West.…
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About This Role
Elastic has set up an AI Native Accounts group to work with leading AI companies. This full-time, on-site individual contributor job covers Texas and the West. Instead of covering a wide territory, the seller is responsible for a tightly chosen set of globally important AI-native customers. The role is about going deep. The executive forms trusted ties with founders, chief executives, technology chiefs, AI researchers and engineering leaders, and shepherds…
Job Description
Elastic has set up an AI Native Accounts group to work with leading AI companies. This full-time, on-site individual contributor job covers Texas and the West. Instead of covering a wide territory, the seller is responsible for a tightly chosen set of globally important AI-native customers.
The role is about going deep. The executive forms trusted ties with founders, chief executives, technology chiefs, AI researchers and engineering leaders, and shepherds large deals from the first conversation through executive buy-in, price negotiation, purchasing and rollout. Multi-year account strategies name sponsors, technical allies, unclaimed opportunities, rivals, partners and paths to expansion.
Joint selling arrangements with cloud platforms, hyperscale providers, AI platform vendors and systems integrators are developed to help customers adopt faster. Feedback from customers is passed to Product Management and Engineering, so the role helps steer the Elastic Search AI Platform. The posting describes the position as tied to one of the company's most important growth priorities.
Results still count, and they depend on careful forecasting, pipeline control and regular deal reviews. Strong candidates have consistently beaten quota on large enterprise software contracts, understand today's AI market including large language models and modern infrastructure, and can discuss architecture credibly with engineering leaders.
Responsibilities
- Develop trusted relationships with founders, chief executives, technology chiefs and AI research heads across a focused portfolio
- Steer complex enterprise deals from discovery to executive sign-off, negotiation and rollout
- Draft executive account strategies covering sponsors, technical allies, open opportunities and expansion
- Align joint selling plans with cloud platforms, AI vendors and integrators
- Route customer insight and market intelligence to Product Management and Engineering
- Hit revenue goals through disciplined account planning, pipeline control and accurate forecasts
Requirements
- Steady record of beating quota while running complicated enterprise software sales with executives and technical buyers
- Solid grasp of the AI market, including large language models, AI infrastructure, developer platforms and modern data stacks
- Proven ability to build lasting trust with founders, C-level leaders and engineering heads
- Strategic thinking that produces multi-year account plans
- Ability to cooperate with solution architects, product, engineering, customer success, marketing and alliance teams
- Rigorous forecasting, pipeline management and deal inspection, using a structured method such as MEDDPICC
Qualifications
- Past selling of AI infrastructure, enterprise search, cloud, developer tooling, security, observability or data platform products into big accounts, plus enterprise software generally
- Experience working with AI-native firms, hyperscale providers or other fast-growing technology companies
- Pre-existing relationships with executives across the AI ecosystem
- Comfort with open-source software, developer-led sales and product-led growth models
- Experience running big, complicated, multi-year enterprise pursuits
Core Skills
Benefits
- 401(k) plan the company matches dollar for dollar, up to 6% of eligible pay
- Eligibility to take part in Elastic's stock program
- Health coverage for employees and their families in many locations
- Flexible work locations and schedules in many positions
- Ample vacation days every year
- Company match on personal donations and volunteer service, up to $2,000 or the local-currency equivalent
- Up to 40 hours a year to spend on volunteer work
- Parental leave of at least 16 weeks
- Pay based on the work performed rather than previous salary
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where is this job located?
The listing is for the United States and is on-site. The posting names Texas and the West as the location.
What does the role cover?
The seller manages a small book of globally important AI-native customers rather than a broad geographic territory.
What is the pay structure?
Pay is base salary plus target variable on a 50/50 mix. Typical starting base is $113,300 to $179,200 USD, target variable $113,200 to $179,100 USD, and OTE $226,500 to $358,300 USD.
How do I apply?
The posting does not describe an application process or deadline.
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