Principal, Sales Enablement

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What is The Role As a Principal in Sales Enablement, you will leverage your background as a top-performing Account Executive enable Elastic AEs. This role will working closely with AMER Sales Leadership to pinpoint performance gaps using data, designing tailored enablement and deliver the training that will genuinely help our sales team succeed. If you're motivated by the opportunity to empower others and create impactful learning experiences, this position allows you to do just that. What You Will Be Doing • 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. What You Bring • 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. Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below. These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future. An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of othe