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

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. Are you ready to join an amazing team?

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. We are doing amazing work!

What You Will Be Doing Strategy & Leadership

• 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.

Execution & Delivery

• Operationalize Standards: In collaboration with Marketing and Finance, we 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: We implement governance frameworks, automated validation rules, enrichment strategies, and controls to eliminate duplicates, resolve hierarchy issues, and prevent degradation.
• Own Enrichment Tooling: In partnership with IT and Field Systems teams, lead the selection, implementation, and maintenance 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.

What You Bring

Strategic Leadership & GTM Competence

• 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.

Technical Expertise & Execution

• 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.

Bonus Points

• 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

#LI-AM2

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:$169,700—$268,400 USDThe typical starting salary range for this role in the select locations listed above is:$203,900—$322,600 USDAdditional 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 encryption software and technology that is subject to U.S. 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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.

Please see here for our Privacy Statement.