VP, GTM Strategy and Operations


Elastic is an open source 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.

The Vice President GTM Strategy and Operations leads an organization that combines strategy, planning and operations, to partner with our Worldwide Field Operations leadership and senior leadership across the company. The leader helps define go-to-market strategy and builds implementation plans including segmentation strategies, coverage models, and investment plans, as well as supports the field in executing those plans through reporting, quota setting and management, sales process optimization, and sales program implementation. This leader will work with the sales leadership team, collaborate with finance and with other internal functional organizations to coordinate to drive a collegial, high-performing, collaborative and ethical sales culture. You will be partnered very closely with the CFO, as an integral extension of this team, the position reports directly to the President, Worldwide Field Operations.

Sales Strategy

  • Partner with the executive leadership team to evolve core go-to-market strategy, including segmentation models, coverage models and organization design.
  • Develop plans as Elastic grows across geographies and segments, acquires new customers and expands with existing customers, and delivers multiple solutions across multiple consumption formats. Lead market analysis to support the sales planning cycle.
  • Provide leadership to the sales organization, and consult to the Worldwide Field Operations in implementing field plans that enable Elastic to achieve business goals.
  • Lead a team that provides partnership and thought leadership for senior sales management globally.
  • Work closely with senior leadership to define optimal performance measurements and programs required to ensure field organization success.
  • Advise sales leadership on development of sales compensation plans that reflect GTM strategy connected to corporate objectives.

Sales Operations

  • Implement go-to-market strategies by refining account planning, sales methodologies and processes consistent with high-growth agenda. Partner with senior sales leadership to identify opportunities for sales process improvement.
  • Drive sales territory analysis and definition to implement go-to-market plans. Manage movements on account ownership and account data quality.
  • Lead change management for field programs. Facilitate successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch.
  • Lead field communications; evolve and manage communications for regular field updates, enablement, adoption of new programs and processes
  • Work with sales leadership and cross functional leadership to establish global sales goals to support and meet the company’s revenue and strategic growth goals
  • Develop and drive the bookings forecast process globally. Ensure strong relationships with field management to deliver timely and accurate sales forecasts and reporting.
  • Lead reporting of sales data and metrics for use by leadership across the Field organization and corporate leadership.
  • Advise senior leadership on, and handle investments in, go-to-market, including productivity, capacity, balance across all go-to-market roles, geographies and segments. Ensure planning and forecasting efforts are appropriately integrated with other planning processes across Elastic.
  • Establish high levels of quality, accuracy, and process consistency in planning and forecasting approaches used by the sales organization.

Job Requirements

  • Proven experience in developing multi-dimensional go-to-market plans in a high growth software company.
  • Strong planning, analytical skills, with proven ability to apply these skills with deft business acumen to complex situations with competing priorities.
  • Strong problem solver, with ability to critically analyze business plans, assess investment levels, prioritize resources and focus on processes.
  • Ability to collaborate and effectively manage cross-functional teams charged with launching new programs and complex initiatives.
  • Ability to manage projects with multiple tracks as a high-energy leader. Ability to develop clear action plans and drive processes with numerous inter-dependencies.
  • Demonstrated attention to detail, a commitment to quality.
  • Demonstrated ability to write well, edit effectively and present complex issues and projects succinctly, logically, and persuasively.
  • 15+ years’ experience in driving sales strategy and operations, ideally with 10+ years ‘experience in a management/leadership role within sales.

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
  • 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

Elastic is an Equal Employment employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. Elastic also makes reasonable accommodations for disabled employees consistent with applicable law.

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