Strategic Account Executive, AI Natives, West

About the role

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.

Responsibilities

• Own Strategic Customer Relationships: Develop trusted relationships with founders, CEOs, CTOs, CIOs, AI research leaders, engineering executives, and senior technical stakeholders across a focused portfolio of AI-native organizations. Become a strategic advisor by understanding each customer's business priorities, AI initiatives, and long-term technology strategy.
• Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption. Navigate complex buying environments while creating alignment across technical, business, and executive stakeholders.
• Develop Executive Account Strategies: Build comprehensive account plans that identify executive sponsors, technical champions, whitespace opportunities, competitive positioning, ecosystem partners, and long-term expansion strategies designed to maximize customer success and business growth.
• Partner Across the AI Ecosystem: Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators to develop scalable sell-with strategies that accelerate customer adoption and strengthen Elastic's position within the AI ecosystem.
• Influence Product Strategy: Serve as the voice of the customer by partnering closely with Product Management and Engineering. Deliver meaningful market intelligence and customer feedback that helps shape the future of the Elastic Search AI Platform.
• Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined account planning, pipeline management, accurate forecasting, opportunity inspection, and operational excellence.

Requirements

• Enterprise Sales Excellence: A proven track record of consistently exceeding quota while managing complex enterprise software sales cycles involving executive stakeholders, technical decision-makers, and global organizations.
• AI & Modern Infrastructure Expertise: Strong understanding of today's AI landscape, including large language models (LLMs), AI infrastructure, developer platforms, cloud-native architectures, modern data platforms, and enterprise AI adoption. Comfortable engaging in strategic technical conversations with engineering and AI leaders.
• Executive Presence: Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers. Skilled at influencing strategic business outcomes through executive engagement and value-based selling.
• Strategic Thinking: Ability to develop long-term account strategies, identify growth opportunities, navigate complex organizations, and execute against multi-year customer plans.
• Cross-Functional Leadership