Sales Operations, Area Business Partner

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.

• 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

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

Functional Skills:

• 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

Compensation for this role is in the form of base salary.This role does not have a variable compensation component.

The typical starting salary range for new hires in this role is listed below.In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.

These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.

An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

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.

The typical starting salary range for this role is:

$106,900-$169,100 USD

The typical starting salary range for this role in the select locations listed above is:

$128,200-$202,700 USD

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
• 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

Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster;Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People's Republic ("DNR"), and the Luhansk People's Republic ("LNR"). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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