Sales Strategy & Operations Specialist, Elastic
€74-117.1k
Open source platform powering search, observability, security, and more
Open for applications
Open source platform powering search, observability, security, and more
1001+ employees
Open for applications
€74-117.1k
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- 5 - 8+ years of work experience in Sales/Revenue Operations, Strategy, Management Consulting, or a similar field in SaaS organisations with strong exposure to go-to-market strategy
- 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
- Experience with the Salesforce.com platform
- Power user proficiency with the Google Cloud Suite (Sheets, Slides/Docs)
What the job involves
- We are seeking an exceptional Sales Strategy & Operations Professional (Sales Strategy & Finance Manager) to drive SDR/Renewal sales strategy, planning, reporting, and analysis efforts for sales pipeline management in the EMEA region, and to deep-dive into the tactical work to support our growth and enable us to scale efficiently
- In addition, this role will also work cross-functionally to help support our Sales Development and Renewal Organisation
- The individual will be responsible for taking data and turning it into actionable insights that drive business performance, influencing key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards
- You will support running the business cadence, helping navigate the complexities of systems and tools as well as collaborating with cross-functional teams to solve problems, design, manage, and successfully deliver projects against operational standards
- The Individual will help scale the operations of Elastic’s EMEA business by providing the systems and business insights the organisation needs to optimise sales performance, effectiveness and productivity
- The International Sales Operations team has a successful track record of initiatives and reports into a global framework that has impacted Elastic globally, resulting in the team winning several awards over the last two years
- The successful candidate will be expected to continue to drive this impact and growth to the next level
- This role will provide the analysis 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
- S/he will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross-functional teams towards our company’s growth objectives while developing early warning indicators to track progress
- Own all monthly sales pipeline-related KPIs (e.g. 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 optimise our coverage model across top markets and our incentive comp strategy across all GTM roles
- Implement early warning systems to proactively manage business growth (e.g., customer churn, pipeline, conversions, pricing)
- 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 Renewals and Sales Development teams to help evolve our resourcing model
Our take
Organizations are dealing with exploding data volumes increasingly sophisticated cyber threats, and the growing expectation tha ttechnology should help act on problems, not just report them. Ai is moving from experimentation into real operations, especially in security and observability where speed and context are critical. So now, both enterprises and governments are looking for simpler, shared platforms that sale easily and reduce complexity rather than add to it.
And Elastic sits at the intersection of these needs with its Search AI Platform that helps organizations turn large amounts of structured and unstructured data into clear insights and actiontions across search, security, and observability. Elastic's strength lies in its open, flexible approach, which breaks down data silos and provides a context people and AI systems need to make daster, better decisions. The goal is straightforward: help teams see what's happening, understand it quickly, and respond confidently.
Recently, the company worked with CISA to deliver a unified, cloud-based SIEM for US federal agencies, this highlights strong trust in Elastic's security and scalability. Alongside this, its AWS Agentic AI Specialization also reflects leadership in making autonomous AI system practical and reliable. Together, these milestones position Elastic well for the future, as organizations increasingly rely on shared platforms and intelligent systems to manage ris, complexity, and growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2016
$58m
SERIES D
Jun 2014
$70m
SERIES C
Total funding: $162m
Company benefits
- Toast to your health: Fully paid health coverage for you and your family, in many locations.
- Craft your calendar: Flexible location and schedule for most roles.
- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
Company HQ
Union Square, San Francisco, CA
Leadership
Ashutosh Kulkarni
(CEO)Ashutosh joined Elastic in 2021 as CPO, becoming CEO in 2022. Prior to this, he was an EVP and CPO of Enterprise at McAfee, a Senior VP and GM of Web Performance and Web Security at Akamai Technologies, and a Senior VP and GM of Informatica Cloud at Informatica.
Shay Banon
(Co-Founder & CTO)Shay co-founded Elastic in 2012 and has served as the CTO since.
Navam Welihinda
(CFO)Prior to joining Elastic in 2025, Navam was the CFO at Grammarly. He also spent nearly 8 years at HashiCorp as VP of Finance and CFO and was the Head of Finance, Compose at IBM for 1 year.
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