RVP - AI Natives

Elastic

20h • $283,200 - $447,900 • Remote

About The Position

Elastic is seeking a visionary RVP - AI Natives to lead, scale, and accelerate the growth of our specialized AI Native business unit. In this strategic executive role, you will lead a high-performing team responsible for a dual motion: selling Elastic’s enterprise Search, vector search, and generative AI platform directly to digital-native AI companies (e.g., OpenAI, Anthropic, Perplexity, Cohere), and co-building/co-selling strategic sell-with partnerships with these ecosystems. If you are an accomplished software sales leader with a proven track record of scaling high-performing enterprise teams, navigating complex partner ecosystems, and possessing a deep passion for AI infrastructure, we want you to shape the future of AI Search with us.

Requirements

• SaaS & Enterprise Sales Leadership: Proven track record leading high-performing software sales teams, with a documented history of quota overachievement in dynamic, high-growth, or strategic alliance environments.
• AI & Search Domain Fluency: Deep understanding of the modern AI tech stack, including vector databases, hybrid search infrastructure, LLMs, retrieval-augmented generation (RAG), and generative AI platforms.
• Ecosystem & Sell-With Expertise: Demonstrated experience building strategic co-sell or sell-with partnerships alongside major cloud, AI, or SaaS ecosystem leaders.
• Operational Discipline: Solid analytical capability and data-driven decision-making. Expertise in applying structured methodologies (e.g., MEDDPICC) to complex direct and joint sales cycles.
• Entrepreneurial Mindset: The resilience, agility, and initiative-taking attitude required to pioneer a hyper-growth, rapidly evolving vertical and build new market playbooks from scratch.

Nice To Haves

• Prior experience selling directly to or partnering closely with premier AI foundation model companies (e.g., Anthropic, OpenAI, Perplexity).
• Familiarity with open-source software, developer-centric infrastructure GTM strategies, and product-led growth (PLG) dynamics.

Responsibilities

• Lead and Coach Teams: Manage, mentor, and coach a team of specialized Account Executives and Strategic Alliance Managers to successfully sell into AI-native organizations and execute high-impact sell-with motions. Actively foster an environment of teamwork, transparency, creativity, and continuous improvement while traveling regularly to provide hands-on executive support.
• Drive GTM & Sell-With Strategy: Build, execute, and own a dual-track GTM strategy: direct enterprise expansion into AI-native companies and strategic sell-with co-sell motions with major AI foundation model providers and platforms. Formulate account coverage, incentive alignment, pipeline generation programs, and customer segmentation tailored to this hyper-growth market segment.
• Quota Achievement & Operational Excellence: Consistently meet or exceed revenue and co-sell targets. Lead by example using rigorous pipeline management, structured forecasting, and deal execution frameworks. Travel regularly to engage directly in deal structuring, co-sell strategy, and executive closures.
• Engage C-Suite and Partner Ecosystems: Actively engage in strategic deal cycles to establish trusted-advisor relationships at the CxO, Founder, and VP level within top-tier AI companies. Build strategic, long-term alliances with partner management across product, business development, and go-to-market teams.
• Cross-Functional Collaboration: Partner closely with Elastic's global executive leadership, Product, Engineering, Marketing, and Solutions Architecture teams. Provide real-time market telemetry from leading AI innovators to influence Elastic's AI roadmap, while ensuring seamless joint PoC executions and strategic co-marketing initiatives.

Benefits

• 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 minimum of 16 weeks of parental leave
• company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• stock program

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Education Level: No Education Listed