Senior Manager, Sales Operations and Strategy
Location: Mountain View, CA
Department: Sales Enablement or Operations
<p>At Elastic, we have a simple goal: to solve the world's data problems with products that delight and inspire. As the company behind the popular open source projects - Elasticsearch, Kibana, Logstash, and Beats - we help people around the world do great things with their data. From stock quotes to Twitter streams, Apache logs to WordPress blogs, our products are extending what's possible with data, delivering on the promise that good things come from connecting the dots. The Elastic family unites employees across 32 countries into one coherent team, while the broader community spans across over 100 countries.</p> <p>To support our continued growth, we’re looking for a Sales Strategy and Operations leader for our Global Sales Strategy team. You will lead a team responsible for supporting each of our Area Vice Presidents globally and each of our Department Heads (e.g. Sales Development, Business Development, Customer Success, Professional Services, etc) within the Field Operations organization.</p> <p>You thrive in navigating ambiguity, adapt quickly to a changing environment, take a global view, are data-driven and have a passion for optimizing process and structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You love leading a team and developing your people. You also love rolling up your sleeves and being an individual contributor. Driven by the results we deliver, we use all team members to execute efficiently and effectively. We’re looking for people with strong analytical and process skills, comfortable engaging with C-suite execs, effective at collaborating with multiple teams and building positive relationships with business partners.</p> <h2><strong>Responsibilities</strong></h2> <ul> <li>Guide, develop, and mentor a team responsible for providing strategic, operational, and tactical support to our global Go-to-Market Leadership team, consisting of: Direct Sales (Area Vice Presidents and Regional Vice Presidents), Head of Business Development, Head of Sales Development, Head of Customer Success, and the Head of Professional Services.</li> <li>Prepare monthly KPIs tailored to how local leadership prefers to track area, region, territory, and rep performance.</li> <li>Help oversee, prepare, and organize regional quarterly business reviews. This includes building templates, crafting the agenda, scheduling attendees, and gathering all metrics / performing all analysis needed for attendees to present their assessment of their business. Your team will also present an assessment of the business.</li> <li>Support the regional deployment of corporate objectives and programs to ensure cross-functional support and strategic alignment. Provide oversight to ensure corporate objectives are applied consistently and fairly while evening the needs of local markets.</li> <li>Drive and support semi-annual GTM planning, which includes headcount allocation and prioritization, capacity modeling, and developing regional financial plans that align to the overall corporate field operating plan.</li> <li>Deliver a monthly performance review deck to GTM leadership executives outlining MTD, QTD, and FYTD performance across a variety of measures by region and segment.</li> <li>Identify local demand gen signals and coordinate cross-functionally to address underlying blockers for growth.</li> <li>Determine territories for all GTM functions at the start of the fiscal year / fiscal half and support ongoing territory carving/assessments for every new hire throughout the year.</li> <li>Drive strategic initiatives including capacity planning, supporting ratio management (i.e. SEs, SDRs, etc), pipeline management and country-specific go-to-market plans.</li> <li>Work cross-functionally to develop growth plans for new geographies and market segments.</li> <li>Implement early warning systems to help actively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).</li> <li>Support the weekly forecast calls for reps and leadership.</li> </ul> <h2><strong>Desired</strong> <strong>background</strong></h2> <ul> <li>BS/BA required, MBA a plus, but not required.</li> <li>8+ years of experience in Sales Operations, Business Operations, Strategy, Sales FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy.</li> <li>Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning.</li> <li>Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.</li> <li>Very strong executive presence and engagement skills.</li> <li>Highly collaborative style with strong influencing skills and the ability to adjust on the fly to new demands with a sense of urgency.</li> <li>Ability to thrive in a dynamic start-up environment.</li> <li>Experience with the Salesforce.com platform</li> <li>Power user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint).</li> </ul> <p>Elastic is an Equal Employment employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. Elastic also makes reasonable accommodations for disabled employees consistent with applicable law.</p>
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