Strategic Account Executive - West

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale , unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

Elastic is building a dedicated AI Native Accounts organization focused on partnering with the world's most innovative AI companies. We are seeking an extraordinary Strategic Account Executive to help define how the next generation of AI companies build, scale, and innovate using the Elastic Search AI Platform.

Responsibilities

• Own Strategic Customer Relationships: 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.
• Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption.
• Develop Executive Account Strategies: Build comprehensive account plans that identify executive sponsors, technical champions, whitespace opportunities, competitive positioning, ecosystem partners, and long-term expansion strategies designed to maximize customer success and business growth.
• Partner Across the AI Ecosystem: Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators to develop scalable sell-with strategies that accelerate customer adoption and strengthen Elastic's position within the AI ecosystem.
• Influence Product Strategy: Serve as the voice of the customer by partnering closely with Product Management and Engineering.
• Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined account planning, pipeline management, accurate forecasting, opportunity inspection, and operational excellence.

Requirements

• Enterprise Sales Excellence: A proven track record of consistently exceeding quota while managing complex enterprise software sales cycles involving executive stakeholders, technical decision-makers, and global organizations.
• AI & Modern Infrastructure Expertise: Strong understanding of today's AI landscape, including large language models (LLMs), AI infrastructure, developer platforms, cloud-native architectures, modern data platforms, and enterprise AI adoption.
• Executive Presence: Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers.
• Strategic Thinking: Ability to develop long-term account strategies, identify growth opportunities, navigate complex organizations, and execute against multi-year customer plans.
• Cross-Functional Leadership: Proven ability to collaborate effectively across Sales, Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances to deliver exceptional customer outcomes.
• Operational Excellence: Highly disciplined with expertise in account planning, forecasting, pipeline management, executive inspection, and structured sales methodologies such as MEDDPICC.

Compensation

The typical starting On-Target Earnings (OTE) range for new hires in this role is $226,500-$358,300 USD.

Benefits

• Competitive pay based on the work you do here and not your previous salary
• 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
• Increase your impact
• We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave