RVP - AI Natives

What Is The Role:

What You Will Be Doing:

• Lead and Coach Teams: 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.
• Drive GTM & Sell-With Strategy: 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. Formulate account coverage, incentive alignment, pipeline generation programs, and customer segmentation tailored to this hyper-growth market segment.
• Quota Achievement & Operational Excellence: 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.
• Engage C-Suite and Partner Ecosystems: 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.
• Cross-Functional Collaboration: Partner closely with Elastic's global executive leadership, Product, Engineering, Marketing, and Solutions Architecture teams. Provide real-time market telemetry from leading AI innovators to influence Elastic's AI roadmap, while ensuring seamless joint PoC executions and strategic co-marketing initiatives.

What You Bring:

• SaaS & Enterprise Sales Leadership: Proven track record leading high-performing software sales teams, with a documented history of quota overachievement in dynamic, high-growth, or strategic alliance environments.
• AI & Search Domain Fluency: Deep understanding of the modern AI tech stack, including vector databases, hybrid search infrastructure, LLMs, retrieval-augmented generation (RAG), and generative AI platforms.
• Ecosystem & Sell-With Expertise: Demonstrated experience building strategic co-sell or sell-with partnerships alongside major cloud, AI, or SaaS ecosystem leaders.
• Operational Discipline: Solid analytical capability and data-driven decision-making. Expertise in applying structured methodologies (e.g., MEDDPICC) to complex direct and joint sales cycles.
• Entrepreneurial Mindset: The resilience, agility, and initiative-taking attitude required to pioneer a hyper-growth, rapidly evolving vertical and build new market playbooks from scratch.

Bonus Points:

• 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.

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