What's the salary range?

Elastic lists $113,300–$179,200 for this role.

What's the tech stack?

Joblaze extracted these technologies from the posting: AI infrastructure, AI/ML, Data Platforms, Enterprise Software, cloud-native architectures, developer platforms.

What seniority level is this role?

Elastic targets senior candidates for this position.

Is this full-time or contract?

Full-time for this Strategic Account Executive - AI Natives - West role at Elastic.

Strategic Account Executive - AI Natives - West at Elastic

Joblaze summary

The Strategic Account Executive at Elastic focuses on managing a select portfolio of AI-native clients, working closely with their leadership to address complex AI and data challenges. This role requires expertise in enterprise sales, particularly within the AI landscape, and the ability to engage with C-level executives and technical decision-makers. Ideal candidates will have a strong background in selling AI infrastructure and a proven track record of exceeding sales targets. The position is integral to Elastic's growth strategy, emphasizing deep customer relationships and cross-functional collaboration.

Joblaze insights

Listed 2 days ago — first seen on Joblaze September 23, 2026. Last confirmed on Elastic's careers page September 24, 2026.
This exact title is also open at 3 other locations at Elastic: Washington, United States, Texas, United States, California, United States.
Salary band is below the typical range for Sales/Marketing roles (median ~$140,000).
Starts above 10% of 186 comparable senior sales/marketing roles in United States that list AI/ML we track (median $180,000 across 66 companies). See AI/ML salary trends
AI/ML appears in 18.5% of 1593 comparable senior sales/marketing roles in United States; Data Platforms appears in 0.1% of 1593 comparable senior sales/marketing roles in United States.

Quick facts

What's the salary range?: Elastic lists $113,300–$179,200 for this role.
What's the tech stack?: Joblaze extracted these technologies from the posting: AI infrastructure, AI/ML, Data Platforms, Enterprise Software, cloud-native architectures, developer platforms.
What seniority level is this role?: Elastic targets senior candidates for this position.
Is this full-time or contract?: Full-time for this Strategic Account Executive - AI Natives - West role at Elastic.

From the original posting

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 building a dedicated AI Native Accounts organization focused on partnering with the world's most innovative AI companies. We are seeking an extraordinary Strategic Account Executive to help define how the next generation of AI companies build, scale, and innovate using the Elastic Search AI Platform. This is one of the most strategic individual contributor roles at Elastic.

Rather than managing a broad territory, you will own a highly selective portfolio of globally strategic AI-native customers. You will work directly with executive and technical leaders to help solve some of the industry's most complex AI, search, and data challenges while accelerating adoption of the Elastic Search AI Platform. Success in this role extends well beyond revenue attainment. You will serve as a trusted advisor, develop long-term executive relationships, influence product strategy through customer insight, and play a meaningful role in one of Elastic's highest-priority growth initiatives.

Location: West of Texas

Organizational Scope

Each Strategic Account Executive is responsible for a small number of globally strategic AI-native customers. Rather than broad geographic coverage, this organization is intentionally designed around depth of engagement, executive relationships, technical credibility, and long-term strategic partnerships.

This role works closely with Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, Strategic Alliances, and Executive Leadership to deliver extraordinary customer outcomes while helping shape Elastic's leadership in the AI ecosystem.

What You'll Do:

Own Strategic Customer Relationships: Develop trusted relationships with founders, CEOs, CTOs, CIOs, AI research leaders, engineering executives, and senior technical stakeholders across a focused portfolio of AI-native organizations. Become a strategic advisor by understanding each customer's business priorities, AI initiatives, and long-term technology strategy.
Drive Complex Enterprise Sales Cycles: Lead sophisticated enterprise sales opportunities from discovery through executive alignment, commercial negotiation, procurement, and successful adoption. Navigate complex buying environments while creating alignment across technical, business, and executive stakeholders.
Develop Executive Account StrategiesBuild comprehensive account plans that identify executive sponsors, technical champions, whitespace opportunities, competitive positioning, ecosystem partners, and long-term expansion strategies designed to maximize customer success and business growth.
Partner Across the AI Ecosystem: Collaborate with cloud providers, hyperscalers, AI platform companies, strategic technology partners, and systems integrators to develop scalable sell-with strategies that accelerate customer adoption and strengthen Elastic's position within the AI ecosystem.
Influence Product Strategy: Serve as the voice of the customer by partnering closely with Product Management and Engineering. Deliver meaningful market intelligence and customer feedback that helps shape the future of the Elastic Search AI Platform.
Deliver Predictable Business Results: Consistently achieve and exceed revenue objectives through disciplined account planning, pipeline management, accurate forecasting, opportunity inspection, and operational excellence.

What You Bring:

Enterprise Sales Excellence: A proven track record of consistently exceeding quota while managing complex enterprise software sales cycles involving executive stakeholders, technical decision-makers, and global organizations.
AI & Modern Infrastructure Expertise: Strong understanding of today's AI landscape, including large language models (LLMs), AI infrastructure, developer platforms, cloud-native architectures, modern data platforms, and enterprise AI adoption. Comfortable engaging in strategic technical conversations with engineering and AI leaders.
Executive Presence: Demonstrated success building trusted relationships with founders, C-level executives, engineering leaders, and technical decision-makers. Skilled at influencing strategic business outcomes through executive engagement and value-based selling.
Strategic Thinking: Ability to develop long-term account strategies, identify growth opportunities, navigate complex organizations, and execute against multi-year customer plans.
Cross-Functional Leadership: Proven ability to collaborate effectively across Sales, Solutions Architecture, Product Management, Engineering, Customer Success, Marketing, and Strategic Alliances to deliver exceptional customer outcomes.
Operational Excellence: Highly disciplined with expertise in account planning, forecasting, pipeline management, executive inspection, and structured sales methodologies such as MEDDPICC.
Experience selling AI infrastructure, enterprise search, cloud platforms, developer tools, cybersecurity, observability, data platforms, or enterprise software into strategic enterprise accounts.
Experience working with AI-native organizations, hyperscalers, or other 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).
Experience managing highly strategic, complex, multi-year enterprise opportunities.

#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 50/50 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.

$113,300—$179,200 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:

$226,500—$358,300 USD

Additional Information - We Take Care of Our People

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Strategic Account Executive - AI Natives - West

What is the Role:

What You'll Do:

What You Bring:

Additional Information - We Take Care of Our People

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