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
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.
What You Will Be Doing
- 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
What You Bring
- 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)
Compensation for this role is in the form of base salary. This role does not have a variable compensation component.
The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.
These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.
An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
The typical starting salary range for this role is:
$160,300—$253,600 USD
The typical starting salary range for this role in the select locations listed above is:
$192,300—$304,200 USD
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 candidate_accessibility@elastic.co. 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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