[Hiring] RVP - AI Natives @Elastic

Role Description

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).
• 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.
  • Foster an environment of teamwork, transparency, creativity, and continuous improvement.
  • Travel regularly to provide hands-on executive support.
• Drive GTM & Sell-With Strategy:
  • Build, execute, and own a dual-track GTM strategy.
  • 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.
  • Ensure seamless joint PoC executions and strategic co-marketing initiatives.

Qualifications

• Proven track record leading high-performing software sales teams.
• Documented history of quota overachievement in dynamic, high-growth, or strategic alliance environments.
• Deep understanding of the modern AI tech stack, including vector databases, hybrid search infrastructure, LLMs, retrieval-augmented generation (RAG), and generative AI platforms.
• Demonstrated experience building strategic co-sell or sell-with partnerships alongside major cloud, AI, or SaaS ecosystem leaders.
• Solid analytical capability and data-driven decision-making.
• Expertise in applying structured methodologies (e.g., MEDDPICC) to complex direct and joint sales cycles.
• The resilience, agility, and initiative-taking attitude required to pioneer a hyper-growth, rapidly evolving vertical.

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.

Compensation

• Base salary plus a variable component, comprising the On-Target Earnings (OTE).
• Typical starting OTE range: $283,200 — $447,900 USD.
• Base salary range: $170,000 — $268,800 USD.
• Target Variable range: $113,200 — $179,100 USD.

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.
• Flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• 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.
• Minimum of 16 weeks of parental leave.