Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

This is a global, high-impact, high-visibility role interacting directly with executives and senior sales, marketing and product leadership. Elastic is committed to scaling the company through investments in sales, sales programs, tools and processes that accelerate Elastic’s ability to capture market share and grow revenue. You will play a central role in our success by supporting the capability of the field sales organization to realize the company’s vision. 

This  role will be responsible for setting strategy, designing outbound focused global revenue generation programs, and increasing the adoption, effectiveness and efficiency of these programs, resulting in revenue growth. This role will provide thought leadership, the design and implementation of revenue programs, with an operational focus on execution and measurement.

You will help identify “what good is” in sales, whether success in certain markets, industries, products, and programs, and create sales plays that allow Elastic to quickly invest in those areas. Success in this role will include accelerated sales, reduced average deal sales cycle time, increased average deal sizes..

You will partner closely with global stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization to drive growth.

Responsibilities

• Provide strategic thought leadership for Elastic’s go-to-market and sales strategy from a sales program, and revenue generation perspective. 
• In conjunction with marketing, design the annual demand generation calendar for sales, managing timing for launching long running (strategic and or annual) sales programs, as well as shorter cycle (quarterly) sales programs for Sales and Sales Development, with ability to flex in year, as strategy and market conditions require.
• Manage cross functional teams to assess market opportunities, build target account lists, package service, finance and sales collateral, define sales targets, and educate the sales organization ahead of sales program launches, ensuring effective planning, launch, adoption and prosecution of revenue generation programs.
• Operationalize and drive enhanced engagement of sellers & sales leaders on sales campaigns and programs, through reporting and effective use of sales demand generation tools like Outreach.io to track adoption and effectiveness.
• Identify best sales practices which can be systematized and scaled across the business.
• Proactively identify and surface opportunities to increase efficiency and improve our lead generation, conversion rates, sales processes, sales cycles, tools, and systems across the field sales organization.
• Maintain ongoing interlock with each GEO (Sales Geography Region) for ongoing program review and for adapting programs to best accommodate differences in each region.
• Drive a culture of continuous improvement and innovation.

Role Expectations

• By the end of your first quarter with the company, you will have:
• Assumed responsibility for FY25 sales program planning, with design and launch of post SKO (Sales Kickoff) sales program.
• Assumed responsibility for Outreach.io prospecting tool, working with key stakeholders from marketing, sales and operations to begin to scale deployment and usage of the tool across elastic in FY25
• Developed MVP of enhanced demand generation reporting to increase adoption and execution of sales teams on various sales programs 
• By the end of your second quarter with the company, you will have:
• MVP development of annual sales to market roadmap, to uncover demand generation opportunities across business segments, geographies, industries, where Elastic can best position its offerings

Qualifications

• Minimum 10 years of experience in the technology industry, with at least 5 of those years working in Sales Planning or Sales Operations.
• Deep experience in sales process, systems, tools and reporting.
• Previous experience in a high growth software business, preferably operating in a SaaS business.
• Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets.
• Willingness to contribute in all areas of the business, including outside the typical scope of GTM Strategy & Planning, to support leaders in scaling the business.
• Ability to build relationships with all levels and across all functions of the company.
• Experience in positions with global scope
• Ability to work in a fast-paced, highly matrixed environment
• Excellent presentation and communication skills at executive levels
• Strong influencing skills to gain alignment and achieve results
• Strong change management experience
• Ability to direct, lead and motivate others
• Bachelor's degree required in either a business or technology discipline
• MBA with a strong understanding of business drivers (preferred)
• Knowledge of Outreach.io a plus

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
• Double your charitable giving - We match up to $1500 (or local currency equivalent)
• 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/affirmative action employer committed to diversity, equity, and inclusion. 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)

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