RVP - AI Natives

About this role

<div class="content-intro"><p>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.</p></div><h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="637gr-0-0"><span data-offset-key="637gr-0-0"><span data-text="true">What Is The Role:</span></span></h3> <div class="p" data-block="true" data-editor="4c53" data-offset-key="aeqv7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="aeqv7-0-0"><span data-offset-key="aeqv7-0-0"><span data-text="true">Elastic is seeking a visionary </span></span><span data-offset-key="aeqv7-0-1"><span data-text="true">RVP - AI Natives</span></span><span data-offset-key="aeqv7-0-2"><span data-text="true"> 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 </span></span><span id="popover-trigger-:r3f:" class="chakra-text css-8zk7oi"><span data-offset-key="aeqv7-1-0"><span data-text="true">responsible for</span></span></span><span data-offset-key="aeqv7-2-0"><span data-text="true"> a dual motion: selling Elastic’s enterprise Search, vector search, and generative AI platform directly </span></span><span data-offset-key="aeqv7-2-1"><span data-text="true">to</span></span><span data-offset-key="aeqv7-2-2"><span data-text="true"> digital-native AI companies (e.g., OpenAI, Anthropic, Perplexity, Cohere), and co-building/co-selling strategic </span></span><span data-offset-key="aeqv7-2-3"><span data-text="true">sell-with</span></span><span data-offset-key="aeqv7-2-4"><span data-text="true"> partnerships with these ecosystems. </span></span><span id="popover-trigger-:r3h:" class="chakra-text css-bcri66"><span data-offset-key="aeqv7-3-0"><span data-text="true">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 </span></span></span><span id="popover-trigger-:r3j:" class="chakra-text css-1h4n5cs"><span data-offset-key="aeqv7-4-0"><span data-text="true">passion</span></span></span><span id="popover-trigger-:r3l:" class="chakra-text css-bcri66"><span data-offset-key="aeqv7-5-0"><span data-text="true"> for AI infrastructure, we want you to shape the future of AI Search with us.</span></span></span></div> </div> <div class="p" data-block="true" data-editor="4c53" data-offset-key="fvhp3-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="fvhp3-0-0"><span data-offset-key="fvhp3-0-0"><span data-text="true">Location: West of Texas </span></span></div> </div> <h3 class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c0h0f-0-0"><span data-offset-key="c0h0f-0-0"><span data-text="true">What You Will Be Doing:</span></span></h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="1njo0-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="1njo0-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1njo0-0-0"><span data-offset-key="1njo0-0-0"><span data-text="true">Lead and Coach Teams:</span></span><span data-offset-key="1njo0-0-1"><span data-text="true"> 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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="e0c2b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="e0c2b-0-0"><span id="popover-trigger-:r3n:" class="chakra-text css-bcri66"><span data-offset-key="e0c2b-0-0"><span data-text="true">Drive GTM &amp; Sell-With Strategy:</span></span><span data-offset-key="e0c2b-0-1"><span data-text="true"> 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.</span></span></span> <span id="popover-trigger-:r3p:" class="chakra-text css-bcri66"><span data-offset-key="e0c2b-2-0"><span data-text="true">Formulate account coverage, incentive alignment, pipeline generation programs, and customer segmentation tailored to this hyper-growth market segment.</span></span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="c7e9k-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c7e9k-0-0"><span data-offset-key="c7e9k-0-0"><span data-text="true">Quota Achievement &amp; Operational Excellence:</span></span><span data-offset-key="c7e9k-0-1"><span data-text="true"> 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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="9he3c-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9he3c-0-0"><span data-offset-key="9he3c-0-0"><span data-text="true">Engage C-Suite and Partner Ecosystems:</span></span><span data-offset-key="9he3c-0-1"><span data-text="true"> 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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4c53" data-offset-key="24k8b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="24k8b-0-0"><span id="popover-trigger-:r3r:" class="chakra-text css-bcri66"><span data-offset-key="24k8b-0-0"><span data-text="true">Cross-Functional Collaboration:</span></span><span data-offset-key="24k8b-0-1"><span data-text="true"> Partner closely with Elastic's global executive </span></span></span><span id="popover-trigger-:r3t:" class="chakra-text css-1j6t0d7"><span data-offset-key="24k8b-1-0"><span data-text="true">leadership</span></span></span><span id="popover-trigger-:r3v:" class="chakra-text css-bcri66"><span data-offset-key="24k8b-2-0"><span data-text="true">, Product, Engineering, Marketing, and Solutions Architecture teams.</span></span></span><span data-offset-key="24k8b-3-0"><span data-text="true"> Provide real-time market telemetry from leading AI innovators to influence Elastic's AI </span></s