RVP - AI Natives

Elastic, the Search AI Company, provides a cloud-based Search AI Platform for search, security, and observability, used by more than 50% of the Fortune 500.

Elastic is seeking a visionary RVP - AI Natives to lead, scale, and accelerate the growth of our specialized AI Native business unit. This strategic executive role leads a 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.

• Manage, mentor, and coach a team of specialized Account Executives and Strategic Alliance Managers to sell into AI-native organizations and execute high-impact sell-with motions.
• 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.
• Consistently meet or exceed revenue and co-sell targets, using rigorous pipeline management, structured forecasting, and deal execution frameworks.
• Engage in strategic deal cycles to establish trusted-advisor relationships at the CxO, Founder, and VP level within top-tier AI companies.
• Partner closely with Elastic's global executive leadership, Product, Engineering, Marketing, and Solutions Architecture teams to influence Elastic's AI roadmap.

• Proven track record leading high-performing software sales teams, with a 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, with expertise in structured methodologies (e.g., MEDDPICC).
• Resilience, agility, and initiative-taking attitude required to pioneer a hyper-growth vertical.

• 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 is in the form of base salary plus a variable component, comprising On-Target Earnings (OTE) based on a 60/40 pay mix. The typical starting OTE range is $283,200—$447,900 USD. Elastic offers a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, and a range of other benefits with a holistic emphasis on employee well-being.

Elastic is a distributed company with a focus on diversity and inclusion. Benefits include health coverage, flexible locations and schedules for many roles, generous vacation days, up to $2000 match for financial donations and service, up to 40 hours for volunteer projects, and a minimum of 16 weeks of parental leave.