Director, Sales Strategy - EMEA / APJ


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

To support our continued growth, we’re looking for a Director to support our WW sales strategy. In this highly collaborative role you will build a strong business partnership with the regional Vice Presidents, sales strategy business partner, and Marketing demand-gen/ops team. Each partnership will require you to analyze and deeply understand each functions pipeline metrics and strategy. You will be heavily relied on for your analytical skills, attention to detail, efficiency, and enthusiasm.

You thrive in navigating ambiguity, adapt quickly to a changing environment, take a regional view, are data-driven and have a passion for optimizing process and 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. We’re looking for people with strong analytical and process skills, comfortable engaging with senior leadership, effective at collaborating with multiple teams and building positive relationships with business partners.


  • Responsible for leading run-the-business processes for EMEA and APJ Sales Leadership, including sales forecast and quarterly business reviews 
  • Lead the EMEA/APJ Sales Strategy team to provide strategic and operational support to the extended regional Sales Leadership team. 
  • Drive and support annual GTM planning, which includes headcount / quota allocation and prioritization, territory carving, and account strategy.
  • Partner with Marketing, Field Sales Leadership, Business Development, and Customer Success to develop growth plans for new geographies and market segments.
  • Help oversee, prepare, and organize regional quarterly business reviews. This includes crafting the agenda, building narratives, creating talk tracks, and analyzing key performance indicators needed for attendees to present an assessment of their business.
  • Organize and lead regional deployment of corporate objectives and programs to ensure cross-functional support and strategic alignment. Provide oversight to ensure corporate objectives are applied consistently and fairly while evening the needs of local markets.
  • Lead discussions around weekly and monthly KPIs tailored to how local leadership prefers to track area, region, territory, and rep performance.
  • Work with marketing to identify local demand gen signals and coordinate cross-functionally to address underlying blockers for growth.
  • Implement early warning systems to help actively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).

Desired background

  • BS/BA required, MBA a strong plus, but not required. 
  • 10+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field with a strong exposure to supporting a Field Sales organization.
  • Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations. 
  • Very strong executive presence and engagement skills. 
  • Highly collaborative style with strong influence skills and the ability to adjust on the fly to new demands with a sense of urgency. 
  • Ability to thrive in a fast paced start-up environment.
  • Experience with the platform and related cloud or web based technologies. 
  • Power user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint), Tableau experience a plus.

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

Different people approach problems differently. We need that. Elastic is committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. 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. If you require any reasonable accessibility support, please email


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