Director of Customer Data Strategy

Elastic

70d • $169,700 - $268,400

About The Position

As the Director of Customer Data Strategy within Revenue Operations, you will be the strategic leader responsible for defining customer and account data into a trusted, scalable, and AI-ready asset. Working with to the Sr. Director, Field Technology, AI, & Analytics, you will establish the processes, policies, and systems that ensure our customer data is accurate, structured, and drives efficiency across the entire Go-to-Market (GTM) ecosystem. This is a critical, enterprise-wide leadership role! The mission extends beyond fixing data issues—you will build preventative frameworks that sustain high-quality data, influence GTM leaders on data adoption, and create a Single Source of Truth for Account firmographics, technographics, and hierarchies. You will have responsibility for guiding the selection, implementation, and maintenance of critical SaaS Account data enrichment tools that power our core systems. This will directly enable accurate forecasting, territory design, segmentation, and customer engagement strategies while positioning our data for more sophisticated analytics and AI initiatives.

Requirements

• 10+ years of progressive experience in data governance, data strategy, or Master Data Management, including 5+ years in a leadership role defining organizational strategy.
• Proven track record leading Customer Data Strategy or MDM programs in a global B2B SaaS environment.
• Exceptional executive influence and interpersonal skills, with the ability to align senior participants across Sales, Marketing, Finance, and Customer Success.
• Experience driving adoption of enterprise-wide data standards, balancing strategic vision with pragmatic execution.
• Proven success in building and leading high-performing data teams.
• Deep expertise in CRM systems (preferably Salesforce) and core objects such as Accounts, Leads, and Opportunities, with a solid understanding of downstream integrations (ERP, Marketing Automation).
• Solid understanding of global account hierarchies, duplicate detection, data validation, and enrichment practices.
• Hands-on experience implementing MDM platforms and governance frameworks to ensure a Single Source of Truth.
• Familiarity with modern data stacks (BigQuery, Snowflake, Databricks, dbt) and how curated data supports analytics and AI initiatives.

Nice To Haves

• Experience in integrating the output of ML/AI models (e.g., predictive account scoring, propensity-to-buy) directly into GTM systems and workflows (e.g., Salesforce, sales engagement platforms) to drive measurable automation and sales acceleration.
• An understanding of advanced data modeling concepts and their application, such as Knowledge Graphs, graph-based modeling, and other techniques that structure complex customer relationship data to enable sophisticated AI/ML use cases.
• Understanding of the Elastic Stack (Elasticsearch, Kibana) for data storage, search, advanced analytics, or enabling internal applications.

Responsibilities

• Set the Data Strategy and Vision: Define the long-term Customer and Account Data roadmap, aligning collaborators across GTM, Sales, Marketing, And Finance.
• Drive Adoption: Partner with GTM executives to ensure consistent enterprise-wide adoption of Data Management standards.
• Governance at Scale: Develop and further a comprehensive data governance framework, including standards, policies, and executive-aligned initiatives that ensure accuracy and compliance.
• Measure & Communicate Impact: Establish clear critical metrics for data quality, governance, and business impact, and regularly report outcomes to executive partners.
• Own the Team: Build, mentor, and lead a high-performing team of data specialists, defining clear roles, responsibilities, and success metrics.
• Operationalize Standards: In collaboration with Marketing and Finance, define and implement customer data standards for firmographics, account hierarchies, and industry segmentation, ensuring accuracy in forecasting and planning.
• Ensure an Account level Single Source of Truth: Implement governance frameworks, automated validation rules, enrichment strategies, and controls to eliminate duplicates, resolve hierarchy issues, and prevent degradation.
• Own Enrichment Tooling: Lead the selection, implementation, and maintenance of all critical SaaS Account data enrichment tools, ensuring they integrate seamlessly into the data governance framework and feed accurate data to our core systems.
• Support GTM Execution: Partner with Sales Strategy and Revenue Operations to underpin territory planning, segmentation, and quota allocation with trusted, standardized data.
• Enhance Data Quality at Scale: Deploy monitoring solutions, enrichment partners, and automated checks to proactively detect, prevent, and remediate data errors.
• Integrate into MDM Initiatives: Act as the GTM lead for Master Data Management, ensuring customer data is consistent, reliable, and integrated across core systems (CRM, ERP, Marketing Automation).
• Enable AI & Analytics Readiness: Structure and curate data to support predictive scoring, personalization, and sophisticated analytics, serving as the foundation for future AI and ML workflows.

Benefits

• 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 a minimum of 16 weeks of parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees