Sales Strategy and Operations Analyst
Location: Mountain View, CA
Department: Sales Operations
<p>Elastic is the world's leading software provider for making structured and unstructured data usable in real time for search, logging, security, and analytics use cases. Founded in 2012 by the people behind the Elasticsearch, Kibana, Beats, and Logstash open source projects, Elastic's global community has more than 80,000 members across 45 countries, and since its initial release. Elastic's products have achieved more than 100 million cumulative downloads. Today thousands of organizations, including Cisco, eBay, Dell, Goldman Sachs, Groupon, HP, Microsoft, Netflix, The New York Times, Uber, Verizon, Yelp, and Wikipedia, use the Elastic Stack, X-Pack, and Elastic Cloud to power mission-critical systems that drive new revenue opportunities and massive cost savings. Elastic is backed by more than $104 million in funding from Benchmark Capital, Index Ventures, and NEA; has headquarters in Amsterdam, the Netherlands, and Mountain View, California; and has over 400 employees in more than 30 countries around the world.</p> <p>To support our growth and enable us to scale efficiently, we are seeking an exceptional Sales Ops Professional to drive all sales strategy, planning, reporting, and analysis efforts around sales pipeline management. In addition, this role will also work cross functionally to help support our Sales Development and Sales Engineering orgs.</p> <p>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. </p> <p> </p> <p><strong>Responsibilities</strong></p> <ul> <li> <p>Own all monthly sales pipeline related KPIs (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc). </p> </li> <li> <p>Drive the pipeline budget and forecast, along with monthly actual to plan variance analysis to provide an understanding of the deltas and drivers.</p> </li> <li> <p>Support territory carving and GTM resource planning to optimize our coverage model across top markets and our incentive comp strategy across all GTM roles.</p> </li> <li> <p>Implement early warning systems to help proactively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).</p> </li> <li> <p>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.</p> </li> <li> <p>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.</p> </li> <li> <p>Support our Sales Engineering and Sales Development teams to help evolve our resourcing model.</p> </li> </ul> <p> </p> <p><strong>Desired background</strong></p> <ul> <li> <p>BS/BA required</p> </li> <li> <p>2-4+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy.</p> </li> <li> <p>Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.</p> </li> <li> <p>Excellent communication and engagement skills.</p> </li> <li> <p>Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency.</p> </li> <li> <p>Ability to thrive in a fast paced start-up environment.</p> </li> <li> <p>Experience with the Salesforce.com platform</p> </li> <li> <p>Power user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint).</p> </li> </ul> <div> </div> <p> </p> <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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