Strategic Account Executive - AI Natives - West

Elastic•San Francisco, CA

8d•$226,500 - $358,300

About The Position

Elastic is seeking a Strategic Account Executive for its dedicated AI Native Accounts organization. This strategic individual-contributor role owns a focused portfolio of globally strategic AI-native customers, rather than a broad territory, and helps these organizations build, scale, and innovate using the Elastic Search AI Platform. The role is based west of Texas and emphasizes deep customer engagement, executive relationships, technical credibility, and long-term strategic partnerships. The Strategic Account Executive partners with customer founders, senior executives, AI research leaders, engineering leaders, and technical stakeholders to understand business priorities, AI initiatives, and technology strategies. The role leads complex enterprise sales cycles from discovery through negotiation, procurement, and adoption; builds comprehensive account plans; collaborates with cloud providers, hyperscalers, technology partners, and systems integrators; and shares customer insight with Product Management and Engineering. Success includes achieving revenue objectives and delivering customer outcomes while helping shape Elastic’s growth and position in the AI ecosystem. Compensation is a 50/50 mix of base salary and target variable pay. The posted starting OTE range is $226,500–$358,300 USD, comprising a base salary range of $113,300–$179,200 and a target variable range of $113,200–$179,100. The role is eligible for Elastic’s stock program. Benefits mentioned include company-matched 401(k), health coverage, flexible locations and schedules for many roles, vacation days, charitable donation matching, volunteer time, and parental leave.

Requirements

Proven track record of consistently exceeding quota while managing complex enterprise software sales cycles with executive stakeholders, technical decision-makers, and global organizations.
Strong understanding of the AI landscape, including large language models, AI infrastructure, developer platforms, cloud-native architectures, modern data platforms, and enterprise AI adoption.
Ability to engage in strategic technical conversations with engineering and AI leaders.
Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers.
Skill in influencing strategic business outcomes through executive engagement and value-based selling.
Ability to develop long-term account strategies, identify growth opportunities, navigate complex organizations, and execute multi-year customer plans.
Proven ability to collaborate across Sales, Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances.
Expertise in account planning, forecasting, pipeline management, executive inspection, and structured sales methodologies such as MEDDPICC.
Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, data platforms, or enterprise software into strategic enterprise accounts.

Nice To Haves

Experience working with AI-native organizations, hyperscalers, or other 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.
Experience managing highly strategic, complex, multi-year enterprise opportunities.

Responsibilities

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.
Understand customers’ business priorities, AI initiatives, and long-term technology strategies, and serve as a strategic advisor.
Lead complex enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption.
Navigate complex buying environments and align technical, business, and executive stakeholders.
Develop comprehensive executive account plans covering sponsors, technical champions, whitespace opportunities, competitive positioning, ecosystem partners, and long-term expansion strategies.
Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators to develop sell-with strategies.
Represent the voice of the customer and provide market intelligence and feedback to Product Management and Engineering to help shape the Elastic Search AI Platform.
Achieve and exceed revenue objectives through account planning, pipeline management, forecasting, opportunity inspection, and operational excellence.
Work cross-functionally with Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, Strategic Alliances, and Executive Leadership to deliver customer outcomes.

Benefits

Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
Eligibility to participate in Elastic’s stock program.
Health coverage for employees and their families in many locations.
Flexible locations and schedules for many roles.
Generous number of vacation days each year.
Donation matching up to $2,000 (or local currency equivalent) for financial donations and service.
Up to 40 hours each year for volunteer projects.
At least 16 weeks of parental leave.
Competitive pay based on the work performed, not previous salary.
A range of benefits with a holistic emphasis on employee well-being.