Sales Operations Area Business Partner

Summary

Join Elastic, a leading Search AI company, as a Sales Ops Professional to drive sales strategy, planning, reporting, and analysis. You will own key sales pipeline KPIs, drive the pipeline budget and forecast, support territory planning, and implement early warning systems. This role requires cross-functional collaboration with Marketing, Finance, and Sales teams to align with company growth objectives. You will leverage your expertise in Salesforce, forecasting, pipeline management, and territory management to optimize sales processes. The ideal candidate possesses 5+ years of experience in a similar role within a tech organization and strong analytical skills. Elastic offers a competitive salary, stock options, 401k matching, and a comprehensive benefits package focused on employee well-being.

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
• 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

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

Preferred Qualifications

Technical experience with Systems and tools like Clari (Sales forecasting), Marketo (email automation / marketing automation), Xactly (compensation), Tableau or other BI Tools

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
• Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program
• Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being