Opportunity at
ElasticStrategic Account Executive - AI Natives - West
Elastic, known as the Search AI Company, offers solutions for search, security, and observability built on its Search AI Platform. The organization is seeking a Strategic…
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About This Role
Elastic, known as the Search AI Company, offers solutions for search, security, and observability built on its Search AI Platform. The organization is seeking a Strategic Account Executive to focus on AI-native accounts within the West territory, defined as west of Texas. In this individual contributor position, the successful candidate will manage a concentrated portfolio of globally strategic AI-native organizations rather than a broad geographic territory. Responsibilities include building deep…
Job Description
Elastic, known as the Search AI Company, offers solutions for search, security, and observability built on its Search AI Platform. The organization is seeking a Strategic Account Executive to focus on AI-native accounts within the West territory, defined as west of Texas. In this individual contributor position, the successful candidate will manage a concentrated portfolio of globally strategic AI-native organizations rather than a broad geographic territory. Responsibilities include building deep relationships with executive and technical leaders, leading complex enterprise sales cycles, developing multi-year account strategies, and partnering across the broader AI ecosystem.
The role requires close collaboration with internal teams such as Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances. Candidates should possess a strong background in enterprise software sales, familiarity with the modern AI landscape including large language models and cloud-native architectures, and executive presence. Compensation includes a base salary paired with a variable component comprising the On-Target Earnings (OTE), alongside participation in the company's stock program and additional total rewards benefits.
Responsibilities
- Manage a focused portfolio of globally strategic AI-native customers within the West territory
- Establish trusted relationships with founders, CEOs, CTOs, CIOs, AI research leaders, and engineering executives
- Lead enterprise sales cycles from discovery through commercial negotiation, procurement, and adoption
- Draft multi-year account plans outlining executive sponsors, technical champions, and expansion strategies
- Coordinate with cloud providers, hyperscalers, and systems integrators to drive scalable sell-with strategies
- Provide customer feedback and market intelligence to Product Management and Engineering to influence product strategy
- Maintain operational excellence through pipeline management, accurate forecasting, and structured sales methodologies like MEDDPICC
Requirements
- Proven track record of consistently exceeding quota in complex enterprise software sales cycles with executive and technical stakeholders
- Strong understanding of the current AI landscape, large language models, AI infrastructure, cloud-native architectures, and modern data platforms
- Demonstrated ability to build trusted relationships with C-level executives and engineering leaders through value-based selling
- Skill in cross-functional collaboration across sales, solutions architecture, product management, engineering, and customer success
Qualifications
- Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, data platforms, or enterprise software
- Prior work with AI-native organizations, hyperscalers, or 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
Core Skills
Benefits
- Base salary plus a variable component making up On-Target Earnings
- Eligibility to participate in Elastic's stock program
- Company-matched 401k with dollar-for-dollar matching up to 6 percent of eligible earnings
- Health coverage for employees and their families in many locations
- Flexible locations and schedules for many roles with a generous number of vacation days
- Financial donation matching up to 2000 dollars or local currency equivalent
- Up to 40 hours each year for volunteer projects
- Minimum of 16 weeks of parental leave
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
What is the salary range for this role?
The typical starting base salary ranges from 113,300 to 179,200 USD per year, with an equal target variable component bringing the typical starting On-Target Earnings range to between 226,500 and 358,300 USD.
Where is the territory located?
The territory for this role is located west of Texas in the United States.
What type of employment is this?
This is a full-time employment position.
Does the posting specify a remote work policy?
The posting lists the employment type as full-time and location as United States, but does not specify a remote or hybrid work policy for this particular role.
Sample Interview Questions
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