Confirm work authorization, visa sponsorship and location requirements with the employer.
About the role
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.
WHAT IS THE ROLE:
Elastic is seeking a visionary RVP - AI Natives 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 responsible for a dual motion: selling Elastic’s enterprise Search, vector search, and generative AI platform directly to digital-native AI companies (e.g., OpenAI, Anthropic, Perplexity, Cohere), and co-building/co-selling strategic sell-with partnerships with these ecosystems. 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 passion for AI infrastructure, we want you to shape the future of AI Search with us.
Location: San Francisco, CA
WHAT YOU WILL BE DOING:
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.
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
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 Elastic's global executive leadership, Product, Engineering, Marketing, and Solutions Architecture teams. Provide real-time market telemetry from leading AI innovators to influence Elastic's AI roadmap, while ensuring seamless joint PoC executions and strategic co-marketing initiatives.
WHAT YOU BRING:
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.
BONUS POINTS:
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.
#LI-AM2
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).
The typical starting OTE range for new hires in this role is listed below. This range represents 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.
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.
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.
The typical starting salary range for this role is: $170,000—$268,800 USD The typical starting Target Variable range for this role is: $113,200—$179,100 USD The typical starting On-Target Earnings (OTE) range for this role is: $283,200—$447,900 USD
ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE
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.
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.
Competitive pay based on the work you do here and not your previous salary
Health coverage for you and your family in many locations
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
Up to 40 hours each year to use toward volunteer projects you love
Embracing parenthood with minimum of 16 weeks of parental leave
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.
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 candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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.
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operati
