Sales Operations, Area Business Partner

About the position Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic's complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. To support our growth and enable us to scale efficiently, we are seeking an exceptional Sales Ops Professional to drive sales strategy, planning, reporting, and analysis. In addition, this role will also work cross functionally to help support our Sales Development, with Sales Engineering, and other Overlay Sales orgs. This role will provide the analysis and support needed to evolve our understanding of our pipeline dynamics and conversion rates; from the very top of the sales funnel all the way through to bookings and renewals. S/he will work very closely with Marketing, Finance, and Sales to provide targets and recommendations that help align cross functional teams to our company's growth objectives, while developing early warning indicators to improve outcomes.

Responsibilities

• Own all sales pipeline related KPIs (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc).
• Drive the pipeline budget and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers.
• Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles.
• Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).
• Work cross functionally with Area Vice Presidents, Finance, and our Marketing teams to help identify areas of concern (e.g. lack of pipeline to support growth) and both short term and long term initiatives to address areas of concern.
• Drive strategic initiatives including capacity planning, pipeline management and country-specific go-to-market plans.
• Work cross functionally to develop growth plans for new geographies and market segments.
• Support our Sales Engineering, Sales Development, and other Overlay teams to help evolve our resourcing model.

Requirements

• 5+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in Tech organizations with strong exposure to go-to-market strategy.
• Experience working with Salesforce, particularly in the Sales Cloud environment.
• Experience in Forecasting, Pipeline management, Territory management, Territory planning and quota setting, comp management.

Nice-to-haves

• Technical experience with Systems and tools like Clari (Sales forecasting), Marketo (email automation / marketing automation), Xactly (compensation), Tableau or other BI Tools.
• Understanding of Territory Management, Data Enrichment, Lead Process, Opportunity Management, Sales Productivity, Forecasting, and Sales Compensation.
• Experience in translating business requirements and processes into low-friction automation and high-impact systems.
• Ability to explain complex systems and technical topics in a clear, concise manner to others who may have minimal technical knowledge using oral, written and visual presentations.
• Strong problem-solving, critical thinking, and analytical skills.
• Desire to learn and apply new technologies.
• Comfortable in a distributed, diverse environment, and can work remotely and independently.
• Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
• Excellent communication and engagement skills.
• Highly collaborative style 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.

Benefits

• 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.
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects you love.
• Embracing parenthood with minimum of 16 weeks of parental leave.

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