Sales Strategy & Operations Manager (R4880)

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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.

Envision waking up each morning energized by the opportunity to lead strategic business change in an exciting Sales Operations environment! The right individual will be working on programs and projects that enable operational scale.


As a Sales Strategy & Operations Manager you will partner with experienced people in a company with a culture that differentiates. You have a proven track record to implement both strategically and tactically, driven by data and facts. This opportunity will be a dedicated business partner, strategist, and thought leader for key team members within our matrixed organization. The role reports to the Director of the Business Transformation Office.

Focus Areas:

Leading change in Sales Operations processes and systems, including but not limited to:

  • Fiscal Year Planning
  • Territory Management
  • Account Planning
  • Sales Forecasting
  • Sales Quotas & Compensation

What You Will Be Doing:

  • Leading the transformation of the planning process globally (includes headcount, territory definitions & assignments, target setting by segment/territory, attainment, etc.)
  • Implement the governance and operational working practices of project and program teams.
  • Lead program teams to execute defined projects with clear scope, timelines, and risk management.
  • Collaborate cross-functionally to collect current and future state processes with a focus on efficiency, effectiveness, and scale.
  • Provide transparency to leadership with open communication to ensure visibility of progress and challenges.
  • Be a trusted advisor to teams by motivating change and provide ongoing consultative advice.
  • Dependency identification and risk management with planned remediations.
  • Definition of program team operating models, mission, scope, workstreams, timelines, and meeting cadence
  • Process development, process re-engineering, and process management

What You Bring Along:

  • Critical thinking that links go-to-market strategy to operations
  • Delivery of multiple, global projects simultaneously
  • Ability to build credibility, trust, and rapport with team members at all levels, within the matrixed organization.
  • A forward thinker who takes initiative, identifies gaps and makes recommendations.
  • Capture business requirements and work with IT and functional teams to build and deploy business capabilities.
  • Energy and passion for inspiring change and motivating teams to achieve.

Qualifications Required:

  • 8+ years of experience in Sales Operations, Sales Strategy, Management Consulting or Business Operations
  • Experience leading global initiatives with multiple workstreams
  • Sales Forecasting, Business Planning (Anaplan), CRM (Salesforce), Xactly (Comp) systems experience (or similar systems)
  • A track record of successful delivery with desired business results
  • Undergraduate degree or equivalent experience
  • PMP certification is a plus
  • Lean SIx Sigma certification is 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

The typical starting Total Cash Compensation range for new hires in this role is between $106,800 and $146,900, which consists of a Base Salary or a Base Salary plus a Target Commission, depending on the specific role. The Base Salary offered may vary depending on factors including skills and experience.

Additionally, this role is currently eligible to participate in Elastic’s equity plan as well as a range of health & wellbeing, retirement savings, and other benefits within a holistic total rewards offering.

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 candidate_accessibility@elastic.co.

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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