Strategic Account Executive - AI Natives - West

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 th