<div class="content-intro"><p>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. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.</p></div><h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="637gr-0-0"><span data-offset-key="637gr-0-0"><span data-text="true">What Is The Role:</span></span></h3> <div class="p" data-block="true" data-editor="4c53" data-offset-key="aeqv7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="aeqv7-0-0"><span data-offset-key="aeqv7-0-0"><span data-text="true">Elastic is seeking a visionary </span></span><span data-offset-key="aeqv7-0-1"><span data-text="true">RVP - AI Natives</span></span><span data-offset-key="aeqv7-0-2"><span data-text="true"> to lead, scale, and accelerate the growth of our specialized AI Native business unit. In this strategic executive role, you will lead a high-performing team </span></span><span id="popover-trigger-:r3f:" class="chakra-text css-8zk7oi"><span data-offset-key="aeqv7-1-0"><span data-text="true">responsible for</span></span></span><span data-offset-key="aeqv7-2-0"><span data-text="true"> a dual motion: selling Elastic’s enterprise Search, vector search, and generative AI platform directly </span></span><span data-offset-key="aeqv7-2-1"><span data-text="true">to</span></span><span data-offset-key="aeqv7-2-2"><span data-text="true"> digital-native AI companies (e.g., OpenAI, Anthropic, Perplexity, Cohere), and co-building/co-selling strategic </span></span><span data-offset-key="aeqv7-2-3"><span data-text="true">sell-with</span></span><span data-offset-key="aeqv7-2-4"><span data-text="true"> partnerships with these ecosystems. </span></span><span id="popover-trigger-:r3h:" class="chakra-text css-bcri66"><span data-offset-key="aeqv7-3-0"><span data-text="true">If you are an accomplished software sales leader with a proven track record of scaling high-performing enterprise teams, navigating complex partner ecosystems, and possessing a deep </span></span></span><span id="popover-trigger-:r3j:" class="chakra-text css-1h4n5cs"><span data-offset-key="aeqv7-4-0"><span data-text="true">passion</span></span></span><span id="popover-trigger-:r3l:" class="chakra-text css-bcri66"><span data-offset-key="aeqv7-5-0"><span data-text="true"> for AI infrastructure, we want you to shape the future of AI Search with us.</span></span></span></div> </div> <div class="p" data-block="true" data-editor="4c53" data-offset-key="fvhp3-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="fvhp3-0-0"><span data-offset-key="fvhp3-0-0"><span data-text="true">Location: West of Texas </span></span></div> </div> <h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c0h0f-0-0"><span data-offset-key="c0h0f-0-0"><span data-text="true">What You Will Be Doing:</span></span></h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="1njo0-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="1njo0-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1njo0-0-0"><span data-offset-key="1njo0-0-0"><span data-text="true">Lead and Coach Teams:</span></span><span data-offset-key="1njo0-0-1"><span data-text="true"> Manage, mentor, and coach a team of specialized Account Executives and Strategic Alliance Managers to successfully sell into AI-native organizations and execute high-impact sell-with motions. Actively foster an environment of teamwork, transparency, creativity, and continuous improvement while traveling regularly to provide hands-on executive support.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="e0c2b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="e0c2b-0-0"><span id="popover-trigger-:r3n:" class="chakra-text css-bcri66"><span data-offset-key="e0c2b-0-0"><span data-text="true">Drive GTM & Sell-With Strategy:</span></span><span data-offset-key="e0c2b-0-1"><span data-text="true"> Build, execute, and own a dual-track GTM strategy: direct enterprise expansion into AI-native companies and strategic sell-with co-sell motions with major AI foundation model providers and platforms.</span></span></span> <span id="popover-trigger-:r3p:" class="chakra-text css-bcri66"><span data-offset-key="e0c2b-2-0"><span data-text="true">Formulate account coverage, incentive alignment, pipeline generation programs, and customer segmentation tailored to this hyper-growth market segment.</span></span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="c7e9k-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c7e9k-0-0"><span data-offset-key="c7e9k-0-0"><span data-text="true">Quota Achievement & Operational Excellence:</span></span><span data-offset-key="c7e9k-0-1"><span data-text="true"> Consistently meet or exceed revenue and co-sell targets. Lead by example using rigorous pipeline management, structured forecasting, and deal execution frameworks. Travel regularly to engage directly in deal structuring, co-sell strategy, and executive closures.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="9he3c-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9he3c-0-0"><span data-offset-key="9he3c-0-0"><span data-text="true">Engage C-Suite and Partner Ecosystems:</span></span><span data-offset-key="9he3c-0-1"><span data-text="true"> Actively engage in strategic deal cycles to establish trusted-advisor relationships at the CxO, Founder, and VP level within top-tier AI companies. Build strategic, long-term alliances with partner management across product, business development, and go-to-market teams.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="24k8b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="24k8b-0-0"><span id="popover-trigger-:r3r:" class="chakra-text css-bcri66"><span data-offset-key="24k8b-0-0"><span data-text="true">Cross-Functional Collaboration:</span></span><span data-offset-key="24k8b-0-1"><span data-text="true"> Partner closely with Elastic's global executive </span></span></span><span id="popover-trigger-:r3t:" class="chakra-text css-1j6t0d7"><span data-offset-key="24k8b-1-0"><span data-text="true">leadership</span></span></span><span id="popover-trigger-:r3v:" class="chakra-text css-bcri66"><span data-offset-key="24k8b-2-0"><span data-text="true">, Product, Engineering, Marketing, and Solutions Architecture teams.</span></span></span><span data-offset-key="24k8b-3-0"><span data-text="true"> Provide real-time market telemetry from leading AI innovators to influence Elastic's AI </span></span><span id="popover-trigger-:r41:" class="chakra-text css-cua023"><span data-offset-key="24k8b-4-0"><span data-text="true">roadmap</span></span></span><span data-offset-key="24k8b-5-0"><span data-text="true">, while ensuring seamless joint PoC executions and strategic co-marketing initiatives.</span></span></div> </li> </ul> <h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="2tks4-0-0"><span data-offset-key="2tks4-0-0"><span data-text="true">What You Bring:</span></span></h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="ela25-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="ela25-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="ela25-0-0"><span id="popover-trigger-:r43:" class="chakra-text css-bcri66"><span data-offset-key="ela25-0-0"><span data-text="true">SaaS & Enterprise Sales </span></span></span><span id="popover-trigger-:r45:" class="chakra-text css-1j6t0d7"><span data-offset-key="ela25-1-0"><span data-text="true">Leadership</span></span></span><span id="popover-trigger-:r47:" class="chakra-text css-bcri66"><span data-offset-key="ela25-2-0"><span data-text="true">:</span></span><span data-offset-key="ela25-2-1"><span data-text="true"> Proven track record leading high-performing software sales teams, with a documented history of quota overachievement in dynamic, high-growth, or strategic alliance environments.</span></span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="hg0e-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="hg0e-0-0"><span id="popover-trigger-:r49:" class="chakra-text css-bcri66"><span data-offset-key="hg0e-0-0"><span data-text="true">AI & Search Domain Fluency:</span></span><span data-offset-key="hg0e-0-1"><span data-text="true"> Deep </span></span></span><span id="popover-trigger-:r4b:" class="chakra-text css-8zk7oi"><span data-offset-key="hg0e-1-0"><span data-text="true">understanding</span></span></span><span id="popover-trigger-:r4d:" class="chakra-text css-bcri66"><span data-offset-key="hg0e-2-0"><span data-text="true"> of the modern AI tech stack, including vector databases, hybrid search infrastructure, LLMs, retrieval-augmented generation (RAG), and generative AI platforms.</span></span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="5sih8-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5sih8-0-0"><span data-offset-key="5sih8-0-0"><span data-text="true">Ecosystem & Sell-With Expertise:</span></span><span data-offset-key="5sih8-0-1"><span data-text="true"> Demonstrated experience building strategic co-sell or sell-with partnerships alongside major cloud, AI, or SaaS ecosystem leaders.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="3bdin-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="3bdin-0-0"><span id="popover-trigger-:r4f:" class="chakra-text css-bcri66"><span data-offset-key="3bdin-0-0"><span data-text="true">Operational Discipline:</span></span><span data-offset-key="3bdin-0-1"><span data-text="true"> Solid analytical capability and data-driven decision-making.</span></span></span><span data-offset-key="3bdin-1-0"><span data-text="true"> Expertise in applying structured methodologies (e.g., MEDDPICC) to complex direct and joint sales cycles.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="btp1e-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="btp1e-0-0"><span data-offset-key="btp1e-0-0"><span data-text="true">Entrepreneurial Mindset:</span></span><span data-offset-key="btp1e-0-1"><span data-text="true"> The </span></span><span id="popover-trigger-:r4h:" class="chakra-text css-1h4n5cs"><span data-offset-key="btp1e-1-0"><span data-text="true">resilience</span></span></span><span data-offset-key="btp1e-2-0"><span data-text="true">, agility, and initiative-taking attitude required to pioneer a hyper-growth, rapidly evolving vertical and build new market playbooks from scratch.</span></span></div> </li> </ul> <h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1sspk-0-0"><span data-offset-key="1sspk-0-0"><span data-text="true">Bonus Points:</span></span></h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="a2r99-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="a2r99-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="a2r99-0-0"><span data-offset-key="a2r99-0-0"><span data-text="true">Prior experience selling directly to or partnering closely with premier AI foundation model companies (e.g., Anthropic, OpenAI, Perplexity).</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="1rno1-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1rno1-0-0"><span id="popover-trigger-:r4j:" class="chakra-text css-bcri66"><span data-offset-key="1rno1-0-0"><span data-text="true">Familiarity with open-source software, developer-centric infrastructure GTM strategies, and product-led growth (PLG) dynamics.</span></span></span></div> </li> </ul> <p><span class="chakra-text css-bcri66"><span data-offset-key="1rno1-0-0"><span data-text="true">#LI-AM2</span></span></span></p> <div class="p" data-block="true" data-editor="4c53" data-offset-key="a1co4-0-0"> </div><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-weight: 400;">Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).   On-Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).  </span></p> <p><span style="font-weight: 400;">The typical starting OTE range for new hires in this role is listed below.  This range represents </span><span style="font-weight: 400;">the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  </span></p> <p><span style="font-weight: 400;">An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.</span></p> <p><span style="font-weight: 400;">Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.</span></p></div><div class="title">The typical starting salary range for this role is:</div><div class="pay-range"><span>$170,000</span><span class="divider">—</span><span>$268,800 USD</span></div></div><div class="pay-input"><div class="title">The typical starting Target Variable range for this role is:</div><div class="pay-range"><span>$113,200</span><span class="divider">—</span><span>$179,100 USD</span></div></div><div class="pay-input"><div class="title">The typical starting On-Target Earnings (OTE) range for this role is:</div><div class="pay-range"><span>$283,200</span><span class="divider">—</span><span>$447,900 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Additional Information - We Take Care of Our People</strong></h2> <p>As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.</p> <p>We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.</p> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Health coverage for you and your family in many locations</li> <li>Ability to craft your calendar with flexible locations and schedules for many roles</li> <li>Generous number of vacation days each year</li> <li>Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service</li> <li>Up to 40 hours each year to use toward volunteer projects you love</li> <li>Embracing parenthood with minimum of 16 weeks of parental leave</li> </ul> <p>Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.</p> <p>We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email <a href="mailto:candidate_accessibility@elastic.co" target="_blank">candidate_accessibility@elastic.co</a><span class="gmail_default">.</span> We will reply to your request within 24 business hours of submission.</p> <p><span style="color: #000000;">Applicants have rights under Federal Employment Laws, view posters linked below:</span> <a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf" target="_blank">Family and Medical Leave Act (FMLA)</a> <span style="color: #000000;">Poster;</span><span style="color: #000000;"> <a href="https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf" target="_blank">Pay Transparency Nondiscrimination Provision</a> Poster; </span><a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf" target="_blank">Employee Polygraph Protection Act (EPPA)</a> <span style="color: #000000;">Poster and <a href="https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf" target="_blank">Know Your Rights</a> (Poster)</span></p> <p><span style="color: #000000;">Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.</span></p> <p>Please see <a href="https://www.elastic.co/legal/applicant-privacy-statement" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.elastic.co/legal/applicant-privacy-statement&source=gmail&ust=1611068262479000&usg=AFQjCNG3orAPk5sJIr9WVm0ZDxYw82c5DA">here</a> for our Privacy Statement.</p></div>

RVP - AI Natives

Job Description