The opportunity
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…
What you'll do
Define Elastic's ABM vision, playbooks, and maturity roadmap across 1:1, 1:few, and 1:many motions
Establish governance: account selection criteria, tier methodology, ICP scoring, and cross-functional working norms
Build and maintain the ABM knowledge hub: ensuring plays, findings, and procedures are detailed and accessible
Be responsible for the ABM tech stack: ensuring adoption, correct configuration, and significant return on investment
Lead, mentor, and develop a team of ABM managers: owning their growth, performance, and everyday execution quality
Serve as Elastic's internal ABM evangelist: educating field marketing, sales, SDRs, and customer success on ABM principles and how to adopt them
What they're looking for
- Represent ABM at the leadership level, supporting integrated planning and: delivering executive readouts on performance and roadmap
- Serve as ABM's voice within Executive Programs, bringing key account: relationships into core executive engagement activities and investments
- Lead the ABM team's results: account engagement, executive relationships, pipeline influence/originated, buying group expansion, deal velocity, and revenue contribution.
- Define the measurement framework and own how we communicate ABM impact to the business.
