RVP - AI Natives

About this 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: West of Texas

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.

• 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:

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