Sales Comp Design & Analytics - Sr Manager


Elastic is a search company with a simple goal: to solve the world's data problems with products that delight and inspire. As the creators of the Elastic Stack, we help thousands of organizations including Cisco, eBay, Grab, Goldman Sachs, ING, Microsoft, NASA, The New York Times, Wikipedia, and many more use Elastic to power mission-critical systems. From stock quotes to Twitter streams, Apache logs to WordPress blogs, our products are extending what's possible with data, delivering on the promise that good things come from connecting the dots. We have a distributed team of Elasticians across 30+ countries (and counting), and our diverse open source community spans over 100 countries. Learn more at

To support our continued growth, we are eager to identify a Sr Manager Compensation Design and Analytics to lead global sales compensation design. You and your team will analyze and deeply understand all sales analytics and related financial metrics such that you can effectively partner with leadership across our CRO and CFO functions on sales incentive design strategy. Your efforts will drive a cohesive, cross-functional, and global strategy to meet our financial objectives. We anticipate developing new objectives for existing roles while simultaneously designing objects for newly created roles in our sales organization. As such, this work will require critical thinking and creativity as well as deep analytical skills, attention to detail, efficiency, enthusiasm, and leadership.

You thrive in navigating ambiguity, adapt quickly to a changing environment, take both a regional and global view, are data-driven and have a passion for optimizing process and evolving structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You love rolling up your sleeves and digging into the data to provide actionable insights and put forward prescriptive action plans that help us manage the business in a proactive manner. You influence the organization by garnering alignment to standard methodologies and implementing plans to address areas of concern.

What you will be doing:

  • Program manage annual compensation planning including analysis of compensation data, understanding business objectives, assessment of industry practices, and securing final decisions and approvals of potential changes
  • Own bottom-up forecasting and the quarterly quota setting process based on business goals and strategies, analysis of historic performance and compensation data, evaluation of different metrics, and alignment with Finance targets
  • Be an authority across all comp plans with a comprehensive understanding of processes and drivers. Stay flexible by recommending SPIF or other unique incentives to drive sales of specific products or new sales behaviors
  • Provide Sales leadership with accurate attainment reporting, insights on plan efficiency, trends on front-line manager and rep performance and commissions, and data-backed analyses to inform potential plan improvement
  • Build, develop, and maintain models to track and forecast program costs, break-even, and return on investment. Provide Finance with reporting on commission cost trends and drivers
  • Provide analytical support regarding ad hoc research and other related variable pay projects as identified by management.
  • Drive standard methodologies for incentive comp plan design (pay mix, metrics, weight & mechanics, etc.), implementation, communication, and administration; ensuring sales incentive compensation plans alignment with business strategy and organizational goals

What you bring along:

  • Bachelor's degree (e.g,. Business Administration, Economics, Mathematics, Finance, Accounting)
  • Understanding and experience with sales compensation structures and mechanics (e.g., plan components and weights, pay mix, levers, quotas, MBOs, crediting, accelerators)
  • Prior ownership and implementation, consistent execution, and accurate measurement of sales incentive programs
  • Polished analytical skills including advanced modeling and SQL skills as it pertains to compensation plan design, quota setting, and attainment tracking. Passionate about accuracy and process standardization
  • Excellent written and verbal communication. Consensus builder with phenomenal executive presence to communicate and gain alignment across leadership on compensation plan and quota recommendations
  • Solidified personal code of ethics, integrity, diversity, and trust. Outstanding abilities building relationships and maintaining those connections with former employers and business partners;

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 1% of your salary
  • 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.


When you apply to a job on this site, the personal data contained in your application will be collected by Elasticsearch, Inc. (“Elastic”) which is located at 800 W. El Camino Real, Suite 350 Mountain View, CA 94040 USA, and can be contacted by emailing Your personal data will be processed for the purposes of managing Elastic’s recruitment related activities, which include setting up and conducting interviews and tests for applicants, evaluating and assessing the results thereto, and as is otherwise needed in the recruitment and hiring processes. Such processing is legally permissible under Art. 6(1)(f) of Regulation (EU) 2016/679 (General Data Protection Regulation) as necessary for the purposes of the legitimate interests pursued by Elastic, which are the solicitation, evaluation, and selection of applicants for employment. Your personal data will be shared with Greenhouse Software, Inc., a cloud services provider located in the United States of America and engaged by Elastic to help manage its recruitment and hiring process on Elastic’s behalf. Accordingly, if you are located outside of the United States, your personal data will be transferred to the United States once you submit it through this site. Because the European Union Commission has determined that United States data privacy laws do not ensure an adequate level of protection for personal data collected from EU data subjects, the transfer will be subject to appropriate additional safeguards under the standard contractual clauses. You can obtain a copy of the standard contractual clauses by contacting us at Elastic’s data protection officer is Daniela Duda, who can be contacted at We plan to keep your data until our open role is filled. We cannot estimate the exact time period, but we will consider this period ended when a candidate accepts our job offer for the position for which we are considering you. When that period is over, we may keep your data for an additional period no longer than 3 years in case additional opportunities present themselves in which yours skills might be better suited. For additional details, please see our Elastic Privacy Statement

Life at Elastic

Notify Me of Open Positions

Sign in with your social account to receive emails when Elastic posts open positions you might be interested in: