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Strategic Account Executive - AI Natives - West

Elastic· Sales - AMER Strat
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CA$113.3k - $179.2k + bonusFull-timePosted 2mo ago

About the role

Strategic individual contributor role owning a selective portfolio of globally strategic AI-native customers. Partner with executive and technical leaders to drive adoption of the Elastic Search AI Platform, influence product strategy, and deliver long-term growth in AI-native accounts.

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. Become a strategic advisor by understanding each customer's business priorities, AI initiatives, and long-term technology strategy.
  • Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption. Navigate complex buying environments while creating alignment across technical, business, and executive stakeholders.
  • 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 meaningful market intelligence and customer feedback that helps shape the future of the Elastic Search AI Platform.
  • Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined account planning, pipeline management, accurate forecasting, opportunity inspection, and operational excellence.

Qualifications

  • 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: Collaborate across Sales, Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances.
  • Operational Excellence: 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.
  • 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 (PLG).
  • Experience managing highly strategic, complex, multi-year enterprise opportunities.

Skills

Required:Enterprise sales to executives and technical leadersAI landscape knowledge (LLMs, AI infrastructure, cloud-native architectures)Executive relationship management

Benefits

  • Stock program eligibility
  • Company-matched 401k with dollar-for-dollar matching up to 6%
  • Flexible locations and schedules
  • Generous vacation days
  • Donation matching up to $2000 or local currency equivalent
  • Up to 40 hours/year toward volunteer projects
  • Minimum of 16 weeks parental leave
  • Health coverage for you and your family in many locations
  • Diverse, inclusive, equitable workplace culture
Last updated Sep 10, 2026. Interested? Apply on the company site.
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About Elastic

The open source platform that powers search, observability, security, and more ...

Power insights and outcomes with The Elastic Search AI Platform. See into your data and find answers that matter with enterprise solutions designed to help you accelerate time to insight.

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