Principal, Sales Enablement
About the role
with paragraph. Then "What You Will Be Doing:" list of duties. That's responsibilities. We'll createResponsibilities
with- each bullet.
Then "What You Bring:" list of qualifications/experience. That's Requirements/Qualifications/Skills. We need to decide sections. Could combine into Requirements and Skills. The instruction: prefer few substantive sections over many thin ones. So maybe we have Requirements (experience) and Skills (tools). But we can also have Qualifications. Let's see content:
"What You Bring:" includes:
- 3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive (preferably within AI, database, observability, or cybersecurity). You know how to manage a complex deal cycle, build champions, and close.
- 2+ years of experience in sales enablement, field coaching, or sales training. You have a knack for breaking down complex technical concepts and sales frameworks into practical, step-by-step actions.
- Deep hands-on experience applying enterprise frameworks like MEDDPICC / MEDDICC, Value-Based Selling, and Force Management’s Command of the Message in live sales environments.
- Proficiency with sales tools (Salesforce, Seismic, Clari, Outreach, Gong) and early adopter mindset with Generative AI platforms (Claude, Gemini, NotebookLM).
- Ability to analyze pipeline diagnostics and deal velocity to pinpoint execution gaps and measure program effectiveness.
- High energy, executive presence, and the ability to command a room—whether facilitating an executive strategy session or running an interactive pitch clinic.
That's a mix of experience requirements and skills. Could put under Requirements (experience) and Skills (tools/frameworks). But we can also have a single Requirements section covering all. The instruction: prefer few substantive sections over many thin ones. So maybe just one Requirements section that includes all. Then Benefits, Pay, Schedule sections if present.
Benefits: Additional Information - We Take Care of Our People: includes list: diversity, parity of benefits, competitive pay, health coverage, flexible locations/schedules, generous vacation days, donation matching, volunteer hours, parental leave, etc. That's benefits.
Pay: Compensation section: "Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below. ... The typical starting salary range for this role is: $128,200—$202,900 USD The typical starting salary range for this role in the select locations listed above is: $153,800—$243,300 USD". Also mention stock program, 401k matching. That's pay/benefits but we already have benefits. Pay section should contain salary ranges. We'll include Pay.
Schedule: Not explicitly mentioned. There's "Ability to craft your calendar with flexible locations and schedules for many roles" under benefits. That's schedule info but it's part of benefits. No explicit schedule like full-time/part-time. Could we create Schedule section? The posting does not state schedule specifics like "Full-time" etc. The flexible schedule is mentioned under benefits. According to instruction: never create Pay/Schedule/Benefits sections unless the posting actually states them. Schedule is not explicitly stated as a separate heading; we have flexible schedules mentioned but not a dedicated schedule. Safer to omit Schedule section.
Thus sections: About the role, Responsibilities, Requirements (or Qualifications), Benefits, Pay.
We need to use
for section headings. Use
- for any list of duties/requirements/benefits. Use
for prose. We must not repeat job title. Not include Job ID. We must preserve all substantive information; do not invent or summarize away detail. So we need to keep all details from the posting. We need to be careful not to omit any details. Let's extract each piece. About the role: The first paragraph: "Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI." Then "What is The Role: As a Principal in Sales Enablement, you will leverage your background as a top-performing Account Executive enable Elastic AEs. This role will working closely with AMER Sales Leadership to pinpoint performance gaps using data, designing tailored enablement and deliver the training that will genuinely help our sales team succeed. If you're motivated by the opportunity to empower others and create impactful learning experiences, this position allows you to do just that." We need to preserve that. Note there are some grammar issues but we keep as is. We'll put that in
. Responsibilities: list from "What You Will Be Doing:" each bullet. Let's extract bullet points: - Diagnose Performance Gaps: Partner directly with AMER Area and Regional VPs and RevOps to analyze sales data (Gong, Salesforce, Clari) and identify performance gaps and root causes in order to prescribe relevant targeted remediation. - Targeted Enablement: Shift away from "one-size-fits-all" training. Design and deliver blended remediation programs tailored to specific seller cohorts showing performance gaps. - End-to-End Program Ownership: Orchestrate the entire lifecycle of AMER training experiences—from initial scoping to live delivery and post-training reinforcement. - Methodology Embedding: Serve as the Geo champion for MEDDPICC and Value Selling. Host live deal clinics, pipeline review sessions, and opportunity coaching workshops to embed qualification rigor into daily pipeline management. - Training: Design and deliver interactive training on core GTM topics, including Sales Process Execution, Value Frameworks, MEDDPICC Qualification, Pipeline Forecasting, and AI for Sellers. - Generative AI: Teach sellers how to embed GenAI tools (Claude, Gemini, NotebookLM, Gong, Avarra) directly into their daily sales motions for account research, discovery prep, deal analysis, and pipeline generation activities. - Sales Tool Mastery: Teach AEs how to leverage the sales tech stack and drive deep adoption and mastery of the AMER sales technology ecosystem, including Salesforce, Seismic, Clari, Outreach, LinkedIn Sales Navigator, Demandbase, and Gong. - Develop and Maintain a Seller’s Toolkit: Regularly audit self-serve enablement assets to ensure alignment with evolving processes. Identify overlapping sales tools to eliminate redundant friction and ensure our stack evolves alongside business needs. - Connect Training to Sales Outcomes: Partner with RevOps to establish measurement frameworks connecting content usage and training participation directly to core GTM metrics (e.g., win rates, average contract value (ACV), sales cycle length, and quarterly quota attainment). - Feedback Loops: Lead the AMER Enablement Advisory Board. Standardize feedback mechanisms and data dashboards to prove enablement ROI and continuously refine program design. - Partner with various teams. Collaborate with Product Marketing (PMM), RevOps, Learning Design, Outreach/Seismic/Gong Admins, Sales Programs, Product Enablement Leads, and the Sales Excellence Lead. Your goal is to equip Regional VPs with the tools they need to support adoption at the frontline. We need to keep each as
- . Now Requirements/Qualifications/Skills: We'll combine into Requirements maybe. List from "What You Bring:": - 3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive (preferably within AI, database, observability, or cybersecurity). You know how to manage a complex deal cycle, build champions, and close. - 2+ years of experience in sales enablement, field coaching, or sales training. You have a knack for breaking down complex technical concepts and sales frameworks into practical, step-by-step actions. - Deep hands-on experience applying enterprise frameworks like MEDDPICC / MEDDICC, Value-Based Selling, and Force Management’s Command of the Message in live sales environments. - Proficiency with sales tools (Salesforce, Seismic, Clari, Outreach, Gong) and early adopter mindset with Generative AI platforms (Claude, Gemini, NotebookLM). - Ability to analyze pipeline diagnostics and deal velocity to pinpoint execution gaps and measure program effectiveness. - High energy, executive presence, and the ability to command a room—whether facilitating an executive strategy session or running an interactive pitch clinic. We'll put each as
- under
Requirements
. Now Benefits: from "Additional Information - We Take Care of Our People:" and following bullet list. Let's extract: - As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. - We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with a minimum of 16 weeks of parental leave - Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws and can view the following posters linked below: Family and Medical Leave Act (FMLA) Poster Employee Polygraph Protection Act (EPPA) Poster Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national
- for any list of duties/requirements/benefits. Use