Elastic - Principal, Sales Enablement

Unknown - USA *$128k - $128k1w ago

Requirements

• 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 facilitating 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 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

Responsibilities

• 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.