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Principal, Sales Enablement

1 month, 3 weeks ago
United States
Full-time
Senior
Sales Enablement
Sales and Business Development
Cybersecurity Generative AI Salesforce
Apply Now
Elastic

Elastic

Elastic is a leading platform for search-powered solutions, providing real-time insights and making data usable for developers and enterprises worldwide.

Internet Software & Services
1K-5K
Founded 2010
View All Jobs 61

Description

  • Partner with AMER Area and Regional VPs and RevOps to analyze sales data, identify performance gaps, and diagnose root causes.
  • Design and deliver tailored remediation programs for specific seller cohorts instead of one-size-fits-all training.
  • Own the full lifecycle of AMER training experiences from scoping through live delivery and post-training reinforcement.
  • Champion MEDDPICC and Value Selling through live deal clinics, pipeline reviews, and opportunity coaching workshops.
  • Design and deliver interactive training on sales process execution, value frameworks, qualification, forecasting, and AI for sellers.
  • Teach sellers how to use generative AI tools in account research, discovery prep, deal analysis, and pipeline generation.
  • Drive adoption and mastery of the AMER sales tech stack, including Salesforce, Seismic, Clari, Outreach, LinkedIn Sales Navigator, Demandbase, and Gong.
  • Maintain and audit self-serve enablement assets and identify redundant tools or friction in the seller toolkit.
  • Partner with RevOps to build measurement frameworks tying training and content usage to GTM metrics such as win rates, ACV, cycle length, and quota attainment.
  • Lead the AMER Enablement Advisory Board and standardize feedback loops and dashboards to measure enablement ROI and refine programs.

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 experience in sales enablement, field coaching, or sales training.
  • Experience managing complex deal cycles, building champions, and closing deals.
  • Deep hands-on experience with MEDDPICC/MEDDICC, Value-Based Selling, and Force Management’s Command of the Message.
  • Proficiency with Salesforce, Seismic, Clari, Outreach, and Gong.
  • Early adopter mindset with generative AI platforms such as Claude, Gemini, and NotebookLM.
  • Ability to analyze pipeline diagnostics and deal velocity to identify execution gaps and measure program effectiveness.
  • Strong executive presence and the ability to command a room in workshops or strategy sessions.
  • Experience translating complex technical concepts and sales frameworks into practical, step-by-step actions.

Benefits

  • Base salary of $128,200–$202,900 USD, or $153,800–$243,300 USD in select locations.
  • Eligibility to participate in Elastic’s stock program.
  • Company-matched 401(k) with dollar-for-dollar matching up to 6% of eligible earnings.
  • Health coverage for you and your family in many locations.
  • Flexible locations and schedules for many roles.
  • Generous vacation days each year.
  • Up to 40 hours per year for volunteer projects.
  • Minimum of 16 weeks of parental leave.

Interested in this position?

Apply directly on the company website

Apply Now

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