Senior Director Sales Operations & Strategy - EMEA (R5867)


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.

For EMEA we are currently looking for a Senior Director Sales Operations & Strategy that is having a true bias for action.

The Senior Director, Sales Operations and Strategy is a pivotal role in shaping our rapidly growing EMEA business. You must be able to work cross-functionally to drive efficiency and performance improvement across multiple operational and financial metrics throughout EMEA. This is a highly visible role that reports directly to the VP Global Sales Strategy, Planning & Operations, but works daily and closely partners with the EMEA VP/GM and the entire EMEA organization.

The responsibilities of the role span EMEA strategy formulation through to tactical execution, and the measurement, analysis and reporting thereof. As right hand and trusted advisor of the EMEA VP/GM, you must be capable of acting with the delegated authority of the EMEA VP/GM in his absence. You are expected to support and implement global initiatives designed to advance alignment with and achievement of, global strategy and objectives. As the business scales you will be required to establish your team of Sales Ops key players around you.


  • Work with the EMEA VP/GM to develop and implement sales strategies designed to achieve overall business objectives and financial targets, including predictability of the business.
  • Develop, coordinate and administer the company’s EMEA sales forecast, including the accuracy and timeliness thereof.
  • Use knowledge of company products, strategy, tools and processes to oversee sales operations activities to achieve company objectives.
  • Analyze and assess all aspects of the EMEA operations. Proactively provide recommendations on performance and productivity improvement strategies and actions. Execute against the strategies and actions under the direction and leadership of the EMEA VP/GM and VP Global Sales Strategy, Planning & Operations.
  • Responsibility for the EMEA sales team in ensuring pricing is market competitive while also being set to achieve revenue and margin/discount objectives.


  • Minimum 15 years of experience in the technology industry, with at least 10 of those years working in Sales Operations in the EMEA theater.
  • Previous experience as the Head of Sales Operations for EMEA 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.
  • Ability to provide consultative input to EMEA VP/GM and VP Global Sales Strategy, Planning & Operations regarding performance and productivity analysis and suggest optimal solutions to achieve business objectives.
  • Willing to contribute in all areas of the business, including outside the typical scope of Sales Operations, to support the EMEA VP/GM in scaling the business.
  • Expertise in forecast management, pipeline management, deal structuring, SFDC, analytics, and reporting.
  • Extensive experience and knowledge of sales operations and enterprise sales models, including multi-channel distribution.
  • Experience doing data analysis, modeling, and/or financial analysis to support and drive business decisions.
  • Ability to build relationships with all levels and across all functions of the company.
  • Bachelors degree required in either a business or technology discipline.

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.

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.

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