[Hiring] Principal, Sales Enablement @Elastic

Role Description

As a Principal in Sales Enablement, you will leverage your background as a top-performing Account Executive to enable Elastic AEs. This role will work closely with AMER Sales Leadership to pinpoint performance gaps using data, designing tailored enablement and delivering the training that will genuinely help our sales team succeed. If you're motivated by the opportunity to empower others and create impactful learning experiences, this position allows you to do just that.

What You Will Be Doing

• Diagnose Performance Gaps: Partner directly with AMER Area and Regional VPs and RevOps to analyze sales data (Gong, Salesforce, Clari) and identify performance gaps and root causes in order to prescribe relevant targeted remediation.
• Targeted Enablement: Shift away from "one-size-fits-all" training. Design and deliver blended remediation programs tailored to specific seller cohorts showing performance gaps.
• End-to-End Program Ownership: Orchestrate the entire lifecycle of AMER training experiences—from initial scoping to live delivery and post-training reinforcement.
• Methodology Embedding: Serve as the Geo champion for MEDDPICC and Value Selling. Host live deal clinics, pipeline review sessions, and opportunity coaching workshops to embed qualification rigor into daily pipeline management.
• Training: Design and deliver interactive training on core GTM topics, including Sales Process Execution, Value Frameworks, MEDDPICC Qualification, Pipeline Forecasting, and AI for Sellers.
• Generative AI: Teach sellers how to embed GenAI tools (Claude, Gemini, NotebookLM, Gong, Avarra) directly into their daily sales motions for account research, discovery prep, deal analysis, and pipeline generation activities.
• Sales Tool Mastery: Teach AEs how to leverage the sales tech stack and drive deep adoption and mastery of the AMER sales technology ecosystem, including Salesforce, Seismic, Clari, Outreach, LinkedIn Sales Navigator, Demandbase, and Gong.
• Develop and Maintain a Seller’s Toolkit: Regularly audit self-serve enablement assets to ensure alignment with evolving processes. Identify overlapping sales tools to eliminate redundant friction and ensure our stack evolves alongside business needs.
• Connect Training to Sales Outcomes: Partner with RevOps to establish measurement frameworks connecting content usage and training participation directly to core GTM metrics (e.g., win rates, average contract value (ACV), sales cycle length, and quarterly quota attainment).
• Feedback Loops: Lead the AMER Enablement Advisory Board. Standardize feedback mechanisms and data dashboards to prove enablement ROI and continuously refine program design.
• Partner with various teams: Collaborate with Product Marketing (PMM), RevOps, Learning Design, Outreach/Seismic/Gong Admins, Sales Programs, Product Enablement Leads, and the Sales Excellence Lead. Your goal is to equip Regional VPs with the tools they need to support adoption at the frontline.

Qualifications

• 3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive (preferably within AI, database, observability, or cybersecurity).
• 2+ years of experience in sales enablement, field coaching, or sales training.
• Deep hands-on experience applying enterprise frameworks like MEDDPICC / MEDDICC, Value-Based Selling, and Force Management’s Command of the Message in live sales environments.
• Proficiency with sales tools (Salesforce, Seismic, Clari, Outreach, Gong) and early adopter mindset with Generative AI platforms (Claude, Gemini, NotebookLM).
• Ability to analyze pipeline diagnostics and deal velocity to pinpoint execution gaps and measure program effectiveness.
• High energy, executive presence, and the ability to command a room—whether facilitating an executive strategy session or running an interactive pitch clinic.

Requirements

• Compensation for this role is in the form of base salary. This role does not have a variable compensation component.
• The typical starting salary range for new hires in this role is $128,200 — $202,900 USD.
• In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply: $153,800 — $243,300 USD.
• Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders.
• This role is currently eligible to participate in Elastic's stock program.
• Our total rewards package includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.

Benefits

• 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 a minimum of 16 weeks of parental leave.