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 digest