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:
Location: New York City
Elastic is looking for an exceptional Regional Vice President to lead our Financial Services Strategic Accounts business. This leader will be responsible for a team of experienced sales professionals serving some of the largest and most complex financial institutions in the world across banking, capital markets, payments, and insurance. This is a highly visible leadership role with significant responsibility for growth, customer relationships, talent, and execution. We are looking for a proven sales leader who knows how to build and run a high-performing business—not simply manage a territory.
You will set the strategy for the region, create and develop pipeline, coach and develop experienced sellers, build relationships with senior customer executives, and personally engage in our most important accounts and opportunities. You will establish a high standard for accountability, preparation, operational discipline, and customer engagement while creating an environment where talented people can do their best work.
The right leader understands how to build strategic, multi-year relationships with the world's largest financial institutions and can help customers solve critical business and technology challenges across Search, Security, Observability, data, and AI.
You will work closely with Elastic's executive leadership, product, engineering, customer success, partners, and broader field organization to bring the full strength of Elastic to our customers.
What You Will Be Doing:
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Lead, develop, and inspire a team of experienced Strategic Account Executives responsible for some of Elastic's largest Financial Services customers.
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Own the overall strategy, execution, and performance of the Financial Services region, including revenue attainment, pipeline creation, account growth, customer retention, and forecast accuracy.
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Build a culture of high performance, accountability, collaboration, transparency, and continuous improvement.
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Establish clear expectations and operating rhythms across account planning, pipeline generation, opportunity inspection, forecasting, executive engagement, and territory execution.
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Lead from the front by actively engaging in our most strategic accounts, executive relationships, competitive situations, and complex opportunities.
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Coach sellers beyond individual transactions to develop comprehensive, multi-year account strategies that expand Elastic's position across customers.
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Build and maintain trusted relationships with senior executives, including CIOs, CTOs, CISOs, Chief Data Officers, infrastructure and engineering leaders, and business executives.
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Create new pipeline by identifying customer priorities, whitespace, competitive displacement opportunities, and new workloads across Search, Security, Observability, data, and AI.
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Drive disciplined execution of Elastic's sales methodology and maintain a high standard for opportunity qualification, deal strategy, pipeline coverage, and forecast accuracy.
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Navigate complex enterprise buying environments involving technology, architecture, security, procurement, legal, risk, compliance, and regulatory stakeholders.
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Identify risk early, develop clear action plans, and mobilize the right resources to improve customer and business outcomes.
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Partner closely with Elastic executives and cross-functional leadership to align resources against our highest-value accounts and opportunities.
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Develop strong relationships across the Financial Services ecosystem, including hyperscalers, global system integrators, technology partners, and other strategic partners.
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Recruit, develop, retain, and raise the performance of exceptional sales talent.
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Maintain a strong understanding of Elastic's platform, competitive landscape, customer use cases, and the evolving technology priorities of the Financial Services industry.
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Travel regularly to engage customers, support the team, advance strategic opportunities, and build executive relationships.
What You Bring:
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A demonstrated track record of building and leading high-performing enterprise or strategic sales organizations in complex technology markets.
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Consistent success exceeding revenue targets and delivering predictable, sustainable growth.
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Deep Financial Services experience, with meaningful exposure to major banking, capital markets, payments, and/or insurance organizations.
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Established executive relationships within Tier-1 Financial Services institutions and demonstrated ability to build new C-level relationships.
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Experience leading experienced enterprise sellers responsible for large, complex accounts and significant multi-million-dollar customer relationships.
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Demonstrated ability to create pipeline and build new business—not simply manage an established book of business.
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Strong executive presence and the ability to engage credibly with CIOs, CTOs, CISOs, data leaders, engineering executives, and senior business stakeholders.
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Experience developing and executing strategic account plans that expand established relationships into new organizations, workloads, and buying centers.
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Strong command of complex enterprise sales cycles involving multiple decision-makers, technical evaluations, competition, procurement, security, risk, and regulatory requirements.
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Strong operating discipline across pipeline generation, qualification, forecasting, account planning, performance management, and inspection.
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A history of recruiting, coaching, developing, and retaining exceptional sales talent.
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The ability to coach experienced sellers while holding a high bar for preparation, accountability, and execution.
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Sound business judgment and the ability to identify problems early, make decisions, and take ownership of outcomes.
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The ability to translate complex technology capabilities into customer business outcomes and executive-level conversations.
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The ability to operate with urgency and accountability while collaborating effectively across a highly matrixed organization.
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A leadership style grounded in high standards, direct communication, teamwork, and a genuine commitment to developing people.
Bonus Points:
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Experience with enterprise Search, Security, Observability, data platforms, cloud infrastructure, or AI technologies.
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Experience working with open source or source-available technologies and communities.
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Experience building and expanding strategic relationships across Global 2000 or similarly complex multinational customers.
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Experience developing joint go-to-market strategies with hyperscalers, GSIs, and strategic technology partners.
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Familiarity with Financial Services use cases including cybersecurity, fraud, real-time analytics, AI, application modernization, operational resilience, and regulatory compliance.
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Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We ma
