Principal, Sales Enablement

Principal In 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.

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.

• Diagnose Performance Gaps:
  Partner directly with AMER Area and Regional VPs and Rev Ops 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, Linked In 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 Rev Ops 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), Rev Ops, 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.

• 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…