Strategic Account Executive - AI Natives - West
About The Position
Elastic is hiring a Strategic Account Executive for its dedicated AI Native Accounts organization, focused on partnering with innovative AI companies. The role owns a selective portfolio of globally strategic AI-native customers and helps them build, scale, and innovate using the Elastic Search AI Platform. It is a strategic individual-contributor position centered on deep customer engagement, executive relationships, technical credibility, and long-term partnerships rather than broad territory coverage. The account executive works with customer executives and technical leaders to address complex AI, search, and data challenges and accelerate adoption of Elastic's platform. The role also partners across Elastic—including Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, Strategic Alliances, and Executive Leadership—to deliver customer outcomes, contribute market insight to product direction, and advance Elastic's position in the AI ecosystem. The position covers the West of Texas.
Requirements
- Proven 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 act as a strategic advisor.
- Lead complex enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption.
- Build comprehensive executive account strategies covering sponsors, technical champions, whitespace, competitive positioning, ecosystem partners, and long-term expansion.
- Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators on sell-with strategies that support customer adoption.
- Represent customer needs to Product Management and Engineering and provide market intelligence and feedback to inform 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.
Benefits
- Stock program participation.
- Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
- Health coverage for employees and their families in many locations.
- Flexible locations and schedules for many roles.
- Generous annual vacation days.
- Matching of 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.
- Holistic employee well-being benefits.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
