Strategic Account Executive - AI Natives - West

What is the Role:

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. This is one of the most strategic individual contributor roles at Elastic.

Rather than managing a broad territory, you will own a highly selective portfolio of globally strategic AI-native customers. You will work directly with executive and technical leaders to help solve some of the industry's most complex AI, search, and data challenges while accelerating adoption of the Elastic Search AI Platform.

Success in this role extends well beyond revenue attainment. You will serve as a trusted advisor, develop long-term executive relationships, influence product strategy through customer insight, and play a meaningful role in one of Elastic's highest-priority growth initiatives.

What You'll Do:

• 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.

What You Bring:

• 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. Comfortable engaging in strategic technical conversations with engineering and AI leaders.
• Executive Presence: Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers. Skilled at influencing strategic business outcomes through executive engagement and value-based selling.
• 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.
• 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.