Principal, Sales Enablement

<div class="content-intro"><p>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.</p></div><h3><strong>What is The Role</strong></h3> <p><span data-offset-key="50c96-0-0"><span data-text="true">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 </span></span><span id="popover-trigger-:r1m:" class="chakra-text css-1j6t0d7"><span data-offset-key="50c96-1-0"><span data-text="true">empower</span></span></span><span data-offset-key="50c96-2-0"><span data-text="true"> others and create impactful learning experiences, this position allows you to do just that.</span></span></p> <h3><strong>What You Will Be Doing</strong></h3> <ul class="public-DraftStyleDefault-ul" data-offset-key="bgnj6-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="bgnj6-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bgnj6-0-0"><strong><span data-offset-key="bgnj6-0-0"><span data-text="true">Diagnose Performance Gaps:</span></span></strong><span data-offset-key="bgnj6-0-1"><span data-text="true"> Partner directly with AMER Area and Regional VPs and RevOps to </span></span><span id="popover-trigger-:r1o:" class="chakra-text css-1j6t0d7"><span data-offset-key="bgnj6-1-0"><span data-text="true">analyze</span></span></span><span data-offset-key="bgnj6-2-0"><span data-text="true"> sales data (Gong, Salesforce, Clari) and identify performance gaps and root causes in order to prescribe relevant targeted remediation.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="bfmh2-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bfmh2-0-0"><strong><span data-offset-key="bfmh2-0-0"><span data-text="true">Targeted Enablement:</span></span></strong><span data-offset-key="bfmh2-0-1"><span data-text="true"> Shift away from "one-size-fits-all" training. Design and deliver blended remediation programs tailored to specific seller cohorts showing performance gaps.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="digq-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="digq-0-0"><strong><span data-offset-key="digq-0-0"><span data-text="true">End-to-End Program Ownership:</span></span></strong><span data-offset-key="digq-0-1"><span data-text="true"> Orchestrate the entire lifecycle of AMER training experiences—from initial scoping to live delivery and post-training reinforcement.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="e6un6-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="e6un6-0-0"><strong><span data-offset-key="e6un6-0-0"><span data-text="true">Methodology Embedding:</span></span></strong><span data-offset-key="e6un6-0-1"><span data-text="true"><strong> </strong>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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="ed8f0-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="ed8f0-0-0"><span data-offset-key="ed8f0-0-0"><span data-text="true"><strong>Training:</strong> </span></span><span data-offset-key="ed8f0-0-1"><span data-text="true">Design and deliver interactive training on core GTM topics, including Sales Process Execution, Value Frameworks, MEDDPICC Qualification, Pipeline Forecasting, and AI for Sellers.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="b005b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="b005b-0-0"><strong><span data-offset-key="b005b-0-0"><span data-text="true">Generative AI:</span></span></strong><span data-offset-key="b005b-0-1"><span data-text="true"><strong> </strong>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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="cep5c-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cep5c-0-0"><strong><span data-offset-key="cep5c-0-0"><span data-text="true">Sales Tool Mastery:</span></span></strong><span data-offset-key="cep5c-0-1"><span data-text="true"><strong> </strong>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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="cht33-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cht33-0-0"><strong><span data-offset-key="cht33-0-0"><span data-text="true">Develop and Maintain a Seller’s Toolkit: </span></span></strong><span data-offset-key="cht33-0-1"><span data-text="true">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.</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="1cslp" data-offset-key="51os9-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="51os9-0-0"><strong><span data-offset-key="51os9-0-0"><span data-text="true">Connect Training to Sales Outcomes:</span></span></strong><span data-offset-key="51os9-0-1"><span data-text="true"> 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).</span></span></div> </li>