Sales Strategy and Operations - Programs Lead

Summary

Join Elastic as the AMER SalesOps Planning and Programs Lead, working closely with the AMER SalesOps leader to prioritize, coordinate, and improve sales strategies. This exceptional Sales Ops Professional will drive programmatic improvements to sales strategy, planning, reporting, and analysis. You will collaborate cross-functionally with Sales Development, Sales Engineering, and other teams to support business transformation. The role involves analyzing key metrics, including pipeline dynamics and conversion rates, to evolve our understanding of sales performance. You will create and automate analysis and reporting to align cross-functional teams with company growth objectives and develop early warning indicators to improve outcomes. This position requires strong analytical and communication skills, experience with Salesforce and other sales tools, and a proven ability to translate business requirements into efficient automation.

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
• Advanced knowledge of SQL and data pipeline development to support Sales Ops use cases
• Technical experience with Sales Systems and tools like Clari (Sales forecasting), Marketo (email automation / marketing automation), Xactly (compensation)
• Intermediate Tableau creator skills required
• 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 our weekly staff meeting agendas, team calendar, and priorities
• Identify, prioritize, and coordinate team-wide improvement projects
• Provide thought leadership on analytics standardization and automation
• Own all sales performance related metrics (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc)
• Develop automated data pipelines and dashboards to provide insights to our business partners (e.g. forecast sheets, activity tracking, business review templates, capacity models, profitability models, annual planning templates, etc)
• Support territory carving and GTM resource planning to optimize our coverage model 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.)
• Support our Sales Engineering, Sales Development, and other Overlay teams to help evolve our resourcing model and execution
• Acts as a single point of contact with supporting functions (e.g. overlay ops functions, BI and data team, sales systems team, financial planning team, compensation team) to drive execution and improvement
• Provides direct business partner support to the AMER Sales Chief of Staff

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's stock program
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings