Principal, Sales Enablement

The role

You will enable Elastic Account Executives by diagnosing performance gaps and designing tailored training programs. You will work with AMER Sales Leadership to deliver remediation, embed sales methodologies, and teach the use of sales technology and generative AI tools.

What you will do

• Partner with AMER Area and Regional VPs and RevOps to analyze sales data and identify performance gaps.
• Design and deliver blended remediation programs tailored to specific seller cohorts.
• Orchestrate the entire lifecycle of AMER training experiences.
• Serve as the Geo champion for MEDDPICC and Value Selling.
• Host live deal clinics, pipeline review sessions, and opportunity coaching workshops.
• Design and deliver interactive training on core GTM topics.
• Teach sellers how to embed GenAI tools into daily sales motions.
• Teach AEs how to leverage the sales tech stack.
• Develop and maintain a Seller’s Toolkit by auditing enablement assets.
• Partner with RevOps to establish measurement frameworks connecting training to GTM metrics.

Required qualifications

• 3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive
• 2+ years of experience in sales enablement, field coaching, or sales training
• Deep hands-on experience applying enterprise frameworks like MEDDPICC / MEDDICC, Value-Based Selling, and Force Management’s Command of the Message
• Proficiency with sales tools (Salesforce, Seismic, Clari, Outreach, Gong)
• Early adopter mindset with Generative AI platforms (Claude, Gemini, NotebookLM)
• Ability to analyze pipeline diagnostics and deal velocity
• High energy, executive presence, and the ability to command a room

Nice to have

• preferably within AI, database, observability, or cybersecurity

Benefits

• Competitive pay
• 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
• Match up to $2000 for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Minimum of 16 weeks of parental leave
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Elastic's stock program

Before you apply

• An export license may be required if you are located in or are a national of Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea regio

About the company

Elastic is the Search AI Company that enables everyone to find answers in real time using all their data at scale. The Elastic Search AI Platform is used by more than 50% of the Fortune 500.