Regional Vice President - Financial Services, Strategic Accounts

About this role

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: • Lead, develop, and inspire a team of experienced Strategic Account Executives responsible for some of Elastic's largest Financial Services customers. • Own the overall strategy, execution, and performance of the Financial Services region, including revenue attainment, pipeline creation, account growth, customer retention, and forecast accuracy. • Build a culture of high performance, accountability, collaboration, transparency, and continuous improvement. • Establish clear expectations and operating rhythms across account planning, pipeline generation, opportunity inspection, forecasting, executive engagement , and territory execution. • Lead from the front by actively engaging in our most strategic accounts, executive relationships, competitive situations, and complex opportunities. • Coach sellers beyond individual transactions to develop comprehensive, multi-year account strategies that expand Elastic's position across customers. • Build and maintain trusted relationships with senior executives, including CIOs, CTOs, CISOs, Chief Data Officers, infrastructure and engineering leaders, and business executives. • Create new pipeline by identifying customer priorities, whitespace, competitive displacement opportunities, and new workloads across Search, Security, Observability, data, and AI. • Drive disciplined execution of Elastic's sales methodology and maintain a high standard for opportunity qualification, deal strategy, pipeline coverage, and forecast accuracy. • Navigate complex enterprise buying environments involving technology, architecture, security, procurement, legal, risk, compliance, and regulatory stakeholders. • Identify risk early, develop clear action plans, and mobilize the right resources to improve customer and business outcomes. • Partner closely with Elastic executives and cross-functional leadership to align resources against our highest-value accounts and opportunities. • Develop strong relationships across the Financial Services ecosystem, including hyperscalers, global system integrators, technology partners, and other strategic partners. • Recruit, develop, retain, and raise the performance of exceptional sales talent. • Maintain a strong understanding of Elastic's platform, competitive landscape, customer use cases, and the evolving technology priorities of the Financial Services industry. • Travel regularly to engage customers, support the team, advance strategic opportunities, and build executive relationships. What You Bring: • A demonstrated track record of building and leading high-performing enterprise or strategic sales organizations in complex technology markets. • Consistent success exceeding revenue targets and delivering predictable, sustainable growth. • Deep Financial Services experience, with meaningful exposure to major banking, capital markets, payments, and/or insurance organizations. • Established executive relationships within Tier-1 Financial Services institutions and demonstrated ability to build new C-level relationships. • Experience leading experienced enterprise sellers responsible for large, complex accounts and significant multi-million-dollar customer relationships. • Demonstrated ability to create pipeline and build new business—not simply manage an established book of business. • Strong executive presence and the ability to engage credibly with CIOs, CTOs, CISOs, data leaders, engineering executives, and senior business stakeholders. • Experience developing and executing strategic account plans that expand established relationships into new organizations, workloads, and buying centers. • Strong command of complex enterprise sales cycles involving multiple decision-makers, technical evaluations, competition , procurement, security, risk, and regulatory requirements. • Strong operating discipline across pipeline generation, qualification, forecasting, account planning, performance management, and inspection. • A history of recruiting, coaching, developing, and retaining exceptional sales talent. • The ability to coach experienced sellers while holding a high bar for preparation, accountability, and execution. • Sound business judgment and the ability to identify problems early, make decisions, and take ownership of outcomes. • The ability to translate complex technology capabilities into customer business outcomes and executive-level conversations. • The ability to operate with urgency and accountability while collaborating effectively across a highly matrixed organization. • A leadership style grounded in high standards, direct communication, teamwork, and a genuine commitment to developing people. Bonus Points: • Experience with enterprise Search, Security, Observability, data platforms, cloud infrastructure, or AI technologies. • Experience working with open source or source-available technologies and communities. • Experience building and expanding strategic relationships across Global 2000 or similarly complex multinational customers. • Experience developing joint go-to-market strategies with hyperscalers, GSIs, and strategic technology partners. • Familiarity with Financial Services use cases including cybersecurity, fraud, real-time analytics, AI, application modernization, operational resilience , and regulatory compliance. #LI-AM2 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 may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE 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 other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $170,000 — $268,800 USD The typical starting Target Variable range for this role is: $113,200 — $179,100 USD The typical starting On-Target Earnings (OTE) range for this role is: $283,200 — $447,900 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not your previous salary • Health coverage for you and your family in many locations • Ability to craft your calendar with flexible locations and schedules for many roles • Generous number of vacation days each year • Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service • Up to 40 hours each year to use toward volunteer projects you love • Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or…