Sales Strategy Analyst (R5536)


At Elastic, we see endless possibility in a world of endless data. And we use the power of search to help people and organizations turn that possibility into results. Elastic is the leading platform for search-powered solutions. With solutions in Enterprise Search, Observability, and Security, we help improve customer and employee search experiences, keep critical applications running smoothly, and protect against cyber threats. Elastic enables organizations worldwide to use the power of Elastic, including Netflix, Uber, BBC, Microsoft, and thousands of others.

Elastic was built on a foundation of being free and open, which trickles down to how we work. We’re a distributed organization and have been from the beginning. Being distributed isn’t just a way of doing business—it’s a mentality that is at the core of our culture.

To support our growth and enable us to scale efficiently, we are seeking an exceptional Sales Analyst professional to drive sales strategy, planning, reporting, and analysis efforts around sales business management. This role, as part of the Global Insights and Analytics team, will support the Global Sales Strategy and Operations organization, as well as business partners across Elastic in reporting, analysis and data management for the larger Elastic sales organization.

This role will provide the analysis needed to support and evolve key sales operations functions, such as our understanding of our pipeline dynamics and conversion rate, from the top of the sales funnel all the way through to bookings. Additionally, the candidate will work closely with business partners from the Marketing, Finance, Enterprise Data Management and Partners teams to provide support and recommendations to help align teams towards our company’s growth objectives.


  • Work with sales stakeholders to identify, design and develop sales pipeline and bookings related metrics and reports (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis etc.) that accelerate business insights at scale
  • Support annual planning and business planning processes such as territory carving and resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles.
  • Implement early warning systems via reporting and analytics to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).
  • Lead data and reporting efforts for initiative aligned to the Sales organization goals, including capacity planning, pipeline management and go-to-market plans. Work cross functionally to develop growth plans for new geographies and market segments.
  • Conduct ad hoc analysis of complex data sets and translate the results into actionable insights for sales stakeholders.

Desired background

  • (Total 4+ years) 2+ 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
  • 2+ years experience with SQL, and the ability to translate business questions into SQL queries to tell stories with data. You can not only pull data together, but can blend multiple data sources
  • Proven ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations
  • Experience with data analysis tools (PowerBI, Tableau, etc.)
  • Experience with the platform
  • Knowledge of business process for sales operations and forecasting and analytical capabilities of tools such as Aviso, Clari and SFDC
  • Excellent communication and engagement skills, as well as an ability to proactively engage with team members and business partners to address business needs
  • Versatility, flexibility, and a willingness to work within constantly evolving priorities in a fast growing company.
  • Successful in dealing with company personnel at all levels
  • Ability to work independently

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 donations 1:1 up to $1500 USD (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 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; Equal Employment Opportunity (EEO) Poster; and Employee Polygraph Protection Act (EPPA) Poster.

Please see here for our Privacy Statement.

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