Principal, Sales Enablement

As a Principal in Sales Enablement at Elastic, you will leverage your background as a top-performing Account Executive to enable Elastic AEs. This role involves working closely with AMER Sales Leadership to pinpoint performance gaps using data, designing tailored enablement, and delivering training to help the sales team succeed.

Responsibilities:

• Diagnose Performance Gaps: Partner with AMER Area and Regional VPs and RevOps to analyze sales data and identify performance gaps and root causes.
• Targeted Enablement: Design and deliver blended remediation programs tailored to specific seller cohorts showing performance gaps.
• End-to-End Program Ownership: Orchestrate the entire lifecycle of AMER training experiences.
• Methodology Embedding: Serve as the Geo champion for MEDDPICC and Value Selling.
• Training: Design and deliver interactive training on core GTM topics.
• Generative AI: Teach sellers how to embed GenAI tools into their daily sales motions.
• Sales Tool Mastery: Teach AEs how to leverage the sales tech stack and drive deep adoption and mastery of the AMER sales technology ecosystem.
• Develop and Maintain a Seller’s Toolkit: Regularly audit self-serve enablement assets to ensure alignment with evolving processes.
• Connect Training to Sales Outcomes: Partner with RevOps to establish measurement frameworks connecting content usage and training participation directly to core GTM metrics.
• Feedback Loops: Lead the AMER Enablement Advisory Board and standardize feedback mechanisms and data dashboards.
• Partner with various teams, including Product Marketing, RevOps, Learning Design, and Sales Excellence Lead.

Requirements:

• 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.
• Proficiency with sales tools like Salesforce, Seismic, Clari, Outreach, Gong, and Generative AI platforms.
• Ability to analyze pipeline diagnostics and deal velocity to pinpoint execution gaps and measure program effectiveness.
• High energy, executive presence, and the ability to command a room.

Compensation: The typical starting salary range for this role is $128,200-$202,900 USD. In select locations, an alternate range may apply: $153,800-$243,300 USD.

Benefits:

• Competitive pay
• Health coverage for you and your family
• Flexible locations and schedules
• Generous number of vacation days
• Increase your impact - We match up to $2000 for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Embracing parenthood with minimum of 16 weeks of parental leave