Strategic Account Executive - AI Natives - West

The role

You will manage a selective portfolio of globally strategic AI-native customers. You will develop executive relationships and drive complex enterprise sales cycles for the Elastic Search AI Platform.

What you will do

• Develop trusted relationships with founders, CEOs, CTOs, CIOs, and technical leaders.
• Lead sophisticated enterprise sales opportunities from discovery to adoption.
• Build comprehensive account plans to identify sponsors and growth opportunities.
• Collaborate with cloud providers and strategic technology partners to develop sell-with strategies.
• Partner with Product Management and Engineering to deliver market intelligence.
• Achieve revenue objectives through account planning and pipeline management.

Required qualifications

• Proven track record of exceeding quota in complex enterprise software sales.
• Strong understanding of AI landscape including LLMs, AI infrastructure, and cloud-native architectures.
• Success building relationships with founders, C-level executives, and engineering leaders.
• Ability to develop long-term account strategies and execute multi-year plans.
• Ability to collaborate across Sales, Solutions Architecture, Product, Engineering, and Marketing.
• Expertise in account planning, forecasting, and pipeline management.
• Experience with structured sales methodologies such as MEDDPICC.
• Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, or data platforms into strategic enterprise accounts.

Nice to have

• Experience working with AI-native organizations, hyperscalers, or 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 (PLG).
• Experience managing highly strategic, complex, multi-year enterprise opportunities.

Benefits

• Competitive pay
• Health coverage for you and your family in many locations
• Flexible locations and schedules for many roles
• Generous number of vacation days each year
• Up to $2000 match for financial donations and service
• Up to 40 hours each year for volunteer projects
• Minimum of 16 weeks of parental leave
• Company-matched 401k up to 6% of eligible earnings
• Stock program eligibility

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.