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 Elastics complete cloud-based solutions for search security and observability help organizations deliver on the promise of AI.

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 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 Elastics 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 companys growth objectives while developing early warning indicators to track progress.

• 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

• 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 platform
• Power user proficiency with the Google Cloud Suite (Sheets Slides/Docs)