Elastic
Strategic Account Executive - AI Natives - West
$113K–$358K
California, United States +1 · Full-time · Posted Sep 22, 2026
- Location
- California, United States
United States - Experience
- No specific number of years stated. Experience in enterprise sales and strategic, complex, multi-year opportunities is requested.
- Visa sponsorship
- Applicants located in or nationals of listed sanctioned countries or regions may require an export license as a condition of employment.
About the job
Own a focused portfolio of strategic AI-native accounts, leading enterprise sales and partnerships to drive adoption of Elastic’s Search AI Platform and inform product strategy.
What you'll do
- Build executive relationships and develop long-term account strategies for strategic AI-native customers.
- Lead complex enterprise sales cycles, from discovery through negotiation, procurement, adoption, and expansion.
- Coordinate with internal teams and ecosystem partners, and relay customer insights to Product Management and Engineering.
What they ask for
- Proven record of exceeding quota in complex enterprise software sales involving executive and technical stakeholders.
- Strong understanding of AI, including LLMs, AI infrastructure, developer platforms, cloud-native architectures, and enterprise AI adoption.
- Demonstrated executive presence, strategic account planning, and cross-functional collaboration skills.
- Expertise in forecasting, pipeline management, account planning, and structured sales methodologies such as MEDDPICC.
Nice to have
- Experience 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).
Pay
$113,300 — $179,200 USD (base salary); $113,200 — $179,100 USD (target variable); $226,500 — $358,300 USD (total pay, OTE)
Tools
Elastic Search AI Platform, large language models (LLMs), MEDDPICC
AI focus
Drive adoption of the Search AI Platform among AI-native companies, engage on AI infrastructure and enterprise AI needs, and provide customer insights that shape product strategy.
Model-written summary · the original posting is authoritative