Principal, Sales Enablement

Elasticsearch B.V.; Northern (KY); On-site; USD 128,000 - 203,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Donation match up to $2000

Volunteer hours

Parental leave (16 weeks)

Job summary

Elastic is seeking a Principal in Sales Enablement to elevate the Americas sales organization. You will diagnose gaps, design targeted remediation, and own end-to-end training from scoping to reinforcement.

You will embed MEDDPICC and Value Selling, run live clinics, and teach how GenAI and a modern sales tech stack can accelerate deal outcomes. You will collaborate with PMM, RevOps, Learning Design, and Admins to equip VPs with tools to drive adoption while measuring impact on win rates, ACV

Qualifications

• 3+ years of B2B tech/SaaS sales as a top-performing Account Executive.
• 2+ years in sales enablement, field coaching, or sales training.
• Experience applying MEDDPICC / MEDDICC, Value-Based Selling, and Force Management concepts in live sales environments.
• Proficiency with Salesforce, Seismic, Clari, Outreach, Gong and Generative AI platforms.
• Ability to analyze pipeline diagnostics and measure program effectiveness.
• High energy with executive presence to lead strategy sessions and interactive clinics.

Responsibilities

• Diagnose performance gaps using sales data and RevOps to prescribe targeted remediation.
• Design and deliver blended remediation programs for seller cohorts showing performance gaps.
• Own end-to-end AMER training experiences from scoping to delivery and reinforcement.
• Embed MEDDPICC and Value Selling as Geo champions; host deal clinics and coaching workshops.
• Create and deliver training on GTM topics including Sales Process, Value Frameworks, MEDDPICC, Pipeline Forecasting, and AI for Sellers.
• Teach sellers how to embed GenAI tools into daily sales motions for research, discovery prep, deal analysis, and pipeline generation.
• Help AEs master the sales tech stack and drive adoption of Salesforce, Seismic, Clari, Outreach, LinkedIn Sales Navigator, Demandbase, and Gong.
• Develop and maintain a Seller's Toolkit and align assets with evolving processes.
• Partner with RevOps to measure impact on win rates, ACV, cycle length and quotas.

Skills

B2B SaaS sales

Sales enablement

MEDDPICC / MEDDICC

Value Selling

Sales tools proficiency

Generative AI tools

pipeline diagnostics

executive presence

Tools

Salesforce

Seismic

Clari

Outreach

Gong

Job description

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:

As a Principal in Sales Enablement, you will leverage your background as a top-performing Account Executive enable Elastic AEs. This role will working closely with AMER Sales Leadership to pinpoint performance gaps using data, designing tailored enablement and deliver the training that will genuinely help our sales team succeed. If youre 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.

What You Bring:

• 3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive (preferably within AI, database, observability, or cybersecurity). You know how to manage a complex deal cycle, build champions, and close.
• 2+ years of experience in sales enablement, field coaching, or sales training. You have a knack for breaking down complex technical concepts and sales frameworks into practical, step-by-step actions.
• 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 faciltiating an executive strategy session or running an interactive pitch clinic.

Additional Information - We Take Care of Our People:

As a distributed company, diversity drives our identity. Whether youre looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesnt matter if youre just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• 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

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [e-mail]. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Family and Medical Leave Act (FMLA) Poster

Employee Polygraph Protection Act (EPPA) Poster

Please see here for our Privacy Statement.

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality does not affect eligibility for employment with Elastic.

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 this role is listed below. 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 as specified below.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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:

$128,200-$202,900 USD

The typical starting salary range for this role in the select locations listed above is:

$153,800-$243,300 USD