RVP AI Natives

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 Elastics complete cloud-based solutions for search security and observability help organizations deliver on the promise of AI.

• Lead and Coach Teams: 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.
• Drive GTM & Sell-With Strategy: 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. Formulate account coverage incentive alignment pipeline generation programs and customer segmentation tailored to this hyper-growth market segment.
• Quota Achievement & Operational Excellence: 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.
• Engage C-Suite and Partner Ecosystems: 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.
• Cross-Functional Collaboration: Partner closely with Elastics global executive leadership Product Engineering Marketing and Solutions Architecture teams. Provide real-time market telemetry from leading AI innovators to influence Elastics AI roadmap while ensuring seamless joint PoC executions and strategic co-marketing initiatives.

• SaaS & Enterprise Sales Leadership: Proven track record leading high-performing software sales teams with a documented history of quota overachievement in dynamic high-growth or strategic alliance environments.
• AI & Search Domain Fluency: Deep understanding of the modern AI tech stack including vector databases hybrid search infrastructure LLMs retrieval-augmented generation (RAG) and generative AI platforms.
• Ecosystem & Sell-With Expertise: Demonstrated experience building strategic co-sell or sell-with partnerships alongside major cloud AI or SaaS ecosystem leaders.
• Operational Discipline: Solid analytical capability and data-driven decision-making. Expertise in applying structured methodologies (e.g. MEDDPICC) to complex direct and joint sales cycles.
• Entrepreneurial Mindset: The resilience agility and initiative-taking attitude required to pioneer a hyper-growth rapidly evolving vertical and build new market playbooks from scratch.

• Prior experience selling directly to or partnering closely with premier AI foundation model companies (e.g. Anthropic OpenAI Perplexity).
• Familiarity with open-source software developer-centric infrastructure GTM strategies and product-led growth (PLG) dynamics.

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