Director, Sales Strategy & Finance

Elastic

18h • Remote

About The Position

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.

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.

Requirements

• 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)

Responsibilities

• 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

Benefits

• company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings
• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Flexible locations and schedules
• Generous number of vacation days each year
• Company matches up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Minimum of 16 weeks of parental leave

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed