Senior Sales Enablement Lead — MEDDPICC & AI Training

Elasticsearch B.V.; Northern (KY); Hybrid; 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 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