Principal, Sales Enablement

Elastic
United States
Full timeUSD 128,200 - 202,900 annuallyFunction: SalesSkills: ["Executive presence","Facilitation","Analytical thinking","Communication","High energy"]

Enable Elastic’s AMER account executives by diagnosing seller performance gaps and designing blended remediation programs tailored to specific cohorts. Own the end-to-end training lifecycle—from scoping to delivery and reinforcement—while embedding MEDDPICC and Value Selling methodology. Deliver hands-on GTM training, integrate generative AI into daily sales motions, and teach sales tooling mastery across Salesforce, Seismic, Clari, Outreach, Gong, and more. Measure impact by connecting enablement participation to core GTM outcomes.

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FursaFursa
Elastic
Elastic
3 days ago

Principal, Sales Enablement

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Last checked: 5 hours agoStatus: Live

Job Summary

Enable Elastic’s AMER account executives by diagnosing seller performance gaps and designing blended remediation programs tailored to specific cohorts. Own the end-to-end training lifecycle—from scoping to delivery and reinforcement—while embedding MEDDPICC and Value Selling methodology. Deliver hands-on GTM training, integrate generative AI into daily sales motions, and teach sales tooling mastery across Salesforce, Seismic, Clari, Outreach, Gong, and more. Measure impact by connecting enablement participation to core GTM outcomes.
Location: United States
Employment Type: Full time
Job Function: Sales
Seniority: Mid level

Key Responsibilities

  • •Partner with AMER Area/Regional VPs and RevOps to analyze sales data and identify performance gaps and root causes.
  • •Design and deliver blended remediation enablement programs tailored to seller cohorts with specific performance gaps.
  • •Own the full lifecycle of AMER training experiences, from initial scoping to live delivery and post-training reinforcement.
  • •Serve as the Geo champion for MEDDPICC and Value Selling by hosting live deal clinics, pipeline review sessions, and opportunity coaching.
  • •Teach interactive training on GTM topics and generative AI for sellers, while driving adoption of the AMER sales technology ecosystem and measuring outcomes tied to GTM metrics.

Pay and Benefits

Salary: USD 128,200 - 202,900 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental LeaveEquity

Key Requirements

  • •3+ years of B2B tech/SaaS sales experience as a top-performing Account Executive, preferably in AI, database, observability, or cybersecurity.
  • •2+ years of sales enablement, field coaching, or sales training experience.
  • •Deep experience applying enterprise frameworks including MEDDPICC/MEDDICC and Value-Based Selling in live sales environments.
  • •Proficiency with sales tools such as Salesforce, Seismic, Clari, Outreach, and Gong, plus an early adopter mindset for generative AI platforms like Claude and Gemini.
  • •Ability to analyze pipeline diagnostics and deal velocity to pinpoint execution gaps and measure program effectiveness.
Experience:B2BSaaSAIDatabaseObservabilityCybersecurity
Skills:Executive presenceFacilitationAnalytical thinkingCommunicationHigh energy
Tech Stack:GongSalesforceClariMEDDPICCMEDDICCMEDDPICC QualificationValue-Based SellingForce Management (Command of the Message)ClaudeGeminiNotebookLMAvarraSeismicOutreachLinkedIn Sales NavigatorDemandbaseSales Process ExecutionPipeline Forecasting

Company Brief

Elastic
Builds the Elastic Stack (Elasticsearch, Kibana, Beats, Logstash) and provides search, observability, and security solutions that enable organizations to search, analyze, and protect data in real time across applications, infrastructure, and enterprises.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Amsterdam, Netherlands
Founded: 2012
WebsiteLinkedIn