Elastic
Strategic Account Executive - AI Natives - West
$113K–$358K
San Francisco, CA +1 · Full-time · Posted Sep 9, 2026
- Location
- San Francisco, CA
United States - Visa sponsorship
- Applicants located in or nationals of the listed sanctioned countries or regions may require an export license as a condition of employment; national origin and/or nationality do not affect eligibility.
About the job
Own a selective portfolio of strategic AI-native customers, lead complex enterprise sales of the Elastic Search AI Platform, and build executive partnerships that support customer outcomes and business growth.
What you'll do
- Develop executive and technical customer relationships, account strategies, and long-term expansion plans.
- Lead enterprise sales from discovery through negotiation, procurement, and adoption; manage pipeline and forecasting.
- Partner across internal teams and the AI ecosystem, sharing customer feedback to inform product strategy.
What they ask for
- Track record of exceeding quota and managing complex enterprise software sales cycles with executive and technical stakeholders.
- Strong understanding of the AI landscape, including LLMs, AI infrastructure, developer platforms, cloud-native architectures, and modern data platforms.
- Demonstrated executive relationship-building, strategic account planning, and cross-functional collaboration skills.
- Experience in account planning, forecasting, pipeline management, and structured sales methodologies such as MEDDPICC.
Nice to have
- Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, data platforms, or enterprise software into strategic accounts; 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, or product-led growth.
Pay
$113,300 — $179,200 USD (base salary); $113,200 — $179,100 USD (target variable); $226,500 — $358,300 USD (total On-Target Earnings)
Tools
Elastic Search AI Platform, large language models (LLMs), MEDDPICC
AI focus
Sell and accelerate adoption of Elastic’s Search AI Platform among AI-native customers; advise on AI initiatives and bring customer insights to product strategy.
Model-written summary · the original posting is authoritative