Sales Strategy & Operations Manager (Individual Contributor)

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 About:

We are seeking an exceptional Sales Strategy & Operations Professional to drive SDR/Renewal sales strategy, planning, reporting, and analysis efforts for sales pipeline management in the EMEA region, and to deep-dive into the tactical work to support our growth and enable us to scale efficiently. In addition, this role will also work cross-functionally to help support our Sales Development and Renewal Organisation.

The individual will be responsible for taking data and turning it into actionable insights that drive business performance, influencing key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards.

You will support running the business cadence, helping navigate the complexities of systems and tools as well as collaborating with cross-functional teams to solve problems, design, manage, and successfully deliver projects against operational standards.

The Individual will help scale the operations of Elastic’s EMEA business by providing the systems and business insights the organisation needs to optimise sales performance, effectiveness and productivity.

The International Sales Operations team has a successful track record of initiatives and reports into a global framework that has impacted Elastic globally, resulting in the team winning several awards over the last two years. The successful candidate will be expected to continue to drive this impact and growth to the next level.

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. S/he 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. 

What You Will Be Doing:

• Own all monthly sales pipeline-related KPIs (e.g. opportunities, conversion rates, won/loss analysis, etc).
• Drive the pipeline budget 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 optimise our coverage model across top markets and our incentive comp strategy across all GTM roles
• Implement early warning systems to proactively manage business growth (e.g., customer churn, pipeline, conversions, pricing).
• Work cross-functionally with Area Vice Presidents, Finance, and our 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
• Support our Renewals and Sales Development teams to help evolve our resourcing model

What You Bring:

• 5 - 8+ years of work experience in Sales/Revenue Operations, Strategy, Management Consulting, or a similar field in SaaS organisations with strong exposure to go-to-market strategy
• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
• Excellent communication and engagement skills
• Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency
• Ability to thrive in a fast-paced start-up environment
• Experience with the Salesforce.com platform
• Power user proficiency with the Google Cloud Suite (Sheets, Slides/Docs)

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.

The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position.

The typical starting salary range for this role is:

€74.000—€117.100 EUR

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 Ver el correo electrónico en es.fitly.work . 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 nationality do not affect eligibility for employment with Elastic.

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