RVP - Search

Elastic; Mountain View (CA); Remote; USD 136,000 - 228,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation days

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic is seeking a visionary Sales Leader to scale our enterprise AI-driven search business and accelerate growth of the Elastic Search AI platform across the world’s largest organizations.

You will lead a core team of Account Executives, shaping go‑to‑market strategy, quota attainment, and customer engagement from discovery through to closure. This role emphasizes developer‑centric infrastructure, MEDDPICC discipline, and cross‑functional collaboration.

Qualifications

• Proven experience leading enterprise or commercial software sales teams with quota overachievement.
• Deep understanding of search infrastructure, vector search, generative AI, or related SaaS platforms.
• Analytical, data-driven decision making and MEDDPICC familiarity.

Responsibilities

• Lead and coach a team of Account Executives to position, expand, and close complex Search and GenAI deals.
• Drive GTM strategy, plan ownership, and whitespace prospecting for Elastic Search AI platform.
• Engage C‑Suite and technical communities, manage pipeline, and travel as needed to close deals.

Skills

SaaS Sales Leadership

Domain Fluency

Operational Discipline

Open Source Appreciation

Entrepreneurial Mindset

Engineering Buyer Experience

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:

Elastic is seeking a visionary Search Sales Specialist Leader to lead, scale, and accelerate the growth of our specialized AI Driven Search business. In this role, you will champion our enterprise Search, vector search, and generative AI innovations, helping the world's largest organizations unlock the power of their data to solve their most complex technical challenges. If you are an accomplished software sales leader with a proven track record of scaling high-performing enterprise teams and a passion for developer-centric infrastructure, we want you to shape the future of Search and GenAI with us.

What You Will Be Doing:

• Lead and Coach Teams: Manage, mentor, and coach a team of core Account Executives to successfully position, expand, and close complex Search and GenAI infrastructure deals. Actively foster an environment of teamwork, transparency, creativity, and continuous improvement while traveling regularly to provide hands‑on managerial support to your team as required.
• Drive GTM Strategy and Planning: Build, execute, and own a repeatable sales motion and whitespace prospecting strategy tailored to expanding the Elastic Search AI platform. You will actively contribute to and own sales plan creation, compensation structures, and customer segmentation.
• Hit quotas and follow our sales methods. Make sure you meet your sales targets. Lead by example. Maintain a disciplined approach to managing the pipeline and forecasting. Travel regularly to assist your team directly in deal creation and closure.
• Engage C‑Suite and Technical Communities: Actively engage in strategic deal cycles to establish trusted‑advisor relationships at the CxO/VP level. Establish and maintain highly collaborative relationships with representatives of the Open Source community and partner ecosystems.
• Cross‑Functional Collaboration: Partner across Elastic's Leadership community to ensure a seamless customer experience. Work closely with Solutions Architects on Proof of Concept (PoC) engagements, collaborate with Product and Engineering to provide customer telemetry, and align with Marketing to drive regional pipeline.

What You Bring:

• SaaS Sales Leadership: Proven experience managing high-performing enterprise or commercial software sales teams, with a documented history of quota overachievement in complex sales cycles.
• Domain Fluency: Deep understanding of the technology landscape related to search infrastructure, vector search, generative AI, or related SaaS platforms.
• Operational Discipline includes analytical skills and the ability to make data‑driven decisions. It involves using a structured method for execution, like MEDDPICC.
• Open Source Appreciation: Enthusiasm for an open‑source or developer‑centric infrastructure model and a passion for engaging the broader technical community.
• Entrepreneurial Mindset: The resilience, curiosity, and self‑starter attitude required to navigate a dynamic environment and build out new market territories.
• Experience selling to Engineering organizations made up of Developers and architects with buyers that are making build vs buy decisions. Understanding of the SDLC, Buying cycle of these types of buyers, etc.

Bonus Points:

• Experience working within an Open Source model

Additional Information - We Take Care of Our People:

As a distributed company, diversity drives our identity. Whether you're 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 doesn't matter if you're 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

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 do not affect eligibility for employment with Elastic.

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Compensation for this role is in the form of base salary plus a variable component, that together comprise the On‑Target Earnings (OTE). On‑Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future.

An employee's position within the OTE 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:

$135,900-$228,000 USD

The typical starting Target Variable range for this role is:

$90,600-$152,000 USD

The typical starting On‑Target Earnings (OTE) range for this role is:

$226,500-$380,000 USD