Director, Sales Strategy & Finance

Elastic is committed to scaling the company through investments in revenue operations, whose mission is to drive productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to gain market share and grow revenue.

The Director of Public Sector Sales Strategy and Operations is responsible for equipping our Public Sector sales leadership with operational excellence in a consistent and collaborative manner.

This role will be leading all sales strategy, planning, reporting, and analysis efforts around sales pipeline management in the Public Sector region. They will also be a critical business partner and growth enabler for the Public Sector sales team. In addition, this role will also work cross functionally to help support our entire GTM organization such as Sales Development and Sales Engineering orgs.

This role will provide the analysis needed to evolve our understanding of our pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings. They will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross functional teams towards our company’s growth objectives while developing early warning indicators to track progress.

• →Be the business partner/strategic advisor to the Global Vice President of Public Sector sales and provide strategic support to the Public Sector Sales Leadership team
• →Lead a team of operations professionals that will provide operational support to the Public Sector Sales Leadership team on rhythm of the business activities; including business reviews, forecasting, annual planning and sales cadence.
• →Collaborate with Public Sector Sales leadership and cross-functional stakeholders in developing go-to market strategy, resource plan and key performance metrics
• →Scale and mature critical business processes to improve business performance
• →Drive the pipeline and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers
• →Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles
• →Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.)
• →Work cross functionally with Sales Leadership, Finance, and Marketing teams to help identify areas of concern (e.g. lack of pipeline to support growth) and both short term and long term initiatives to address areas of concern
• →Drive strategic initiatives including capacity planning, pipeline management and country- specific go-to- market plans. Work cross functionally to develop growth plans for new geographies and market segments
• →Lead the development and operationalization of AI-driven go-to-market strategies for Public Sector, translating innovation into scalable sales execution

• 8+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy
• Experience leading a high performing team of operations professionals who support sales organizations
• Can work cross-functionally with Sales leaders and subject matter experts
• Likes working in a fast-paced multifaceted environment and can balance setting strategic priorities with high-quality, tactical execution
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages and proposals
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
• Demonstrated ability to define, refine and implement sales processes, procedures, and policies.
• Excellent communication and engagement skills
• Shown success leading and running Annual Planning (territories, quota, headcount)
• Experience using Salesforce.com, Tableau, Clari, and/or Workday Adaptive
• Power user proficiency with the Google suite (especially Sheets and Slides)

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)

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