Demand Manager

Elasticsearch B.V.; Barcelona; Presencial; EUR 61.600 - 97.500; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health coverage for you and family

Flexible locations & schedules

Generous vacation days

Parental leave

Descripción de la vacante

Elastic in Barcelona is seeking a Demand Manager to own pipeline health, growth, and motion for International General Business. This dual-role combines strategy with hands-on activation across Sales, Marketing and Partners.

You will run interlocks, quarterly clinics, and activation programs, using data to improve qualification and conversion, while ensuring privacy and governance. If you thrive in high-velocity environments and are located in Spain (Barcelona preferred), join a team that values

Formación

• 4+ years in a similar demand/territory role with pipeline ownership.
• Strong ability to connect campaigns to business outcomes with data and narrative.
• Experience navigating Salesforce, Clari, or Tableau to drive decisions.
• Influences cross-functional teams without direct reporting lines.

Responsabilidades

• Own pipeline health, growth, and motion for the territory within International General Business.
• Run interlocks with Sales, Marketing, and Partners; define quarterly priorities.
• Lead activation programs (blitz days, sprint weeks) and partner campaigns.
• Maintain data privacy and governance across pipeline activities.
• Collaborate across Sales, Sales Development, Marketing, and Partners.

Conocimientos

Strategic thinking

Data fluency

Cross-functional collaboration

Customer-driven marketing

Systems-oriented

Experimentation mindset

Persona-first messaging

Blitz mentality

Spanish localization capability

Herramientas

Salesforce

Clari

Tableau

Outreach

Demandbase

Descripción del empleo

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.

What is The Role:

The Demand Manager owns pipeline health, growth, and motion for their territory within International General Business. This is a dual‑responsibility role: part pipeline strategist, part execution lead. The Demand Manager diagnoses where pipeline is thin, ageing, or poorly qualified, and then personally runs the activities that fix it, from structural interlocks with Sales and Marketing to hands‑on activation programs like blitz days and partner sprint weeks.

The role sits at the intersection of Sales, Sales Development, Marketing, and Partner teams. Success means the territory never operates on hope. Every quarter runs on a foundation of qualified pipeline, actionable data, and coordinated execution.

We’ve built a collaborative workspace in Barcelona where teamwork, continuous learning, and career development are at the heart of everything we do. We believe that drive, curiosity, and coachability are the foundations of long‑term success. If you’re eager to learn, embrace feedback, and make an impact, we’d love to meet you.

What You Will Be Doing:

1. Pipeline Health: Own the quality and integrity of the territory's pipeline.
   • Establish recurring interlocks with Sales Managers, Marketing, Sales Development, and Partner teams; agree quarterly priorities and success criteria early
   • Run quarterly deal clinics to unblock deal progression and requalify live pipeline against current product packaging
   • Anticipate coverage gaps 2‑4 quarters ahead using velocity, intent, and conversion data, rather than reacting once a gap is visible
   • Audit the marketing‑to‑sales handoff continuously; identify friction points and refine the process to maximize Stage 0 → Stage 1 conversion
   • Meet regularly with SDR/Sales managers to distinguish low‑quality leads from low‑quality outreach, and adjust targeting or talk tracks accordingly
   • Monitor channel mix each quarter; flag net‑new logo opportunities in later stages that lack partner involvement and offer partner engagement support
   • Actively reduce stalled and untouched opportunities through coordination with Sales, Marketing, and the SDR teams
   • Reinforce data privacy and protection compliance across all pipeline and campaign activity
2. Pipeline Growth: Steer planning and marketing investment into qualified demand.
   • Treat the sales planning system as the single source of truth for territory planning; encourage use of account planning and whitespace tools
   • Align with Marketing and Product Marketing so sales plays are relevant and accessible for General Business, and translate core product value propositions (Search, Observability, Security) into simple, high‑impact outbound scripts
   • Operationalize the marketing mix: turn field events, webinars, and channel activities into ready‑to‑call plays complete with follow‑up sequences, target lists, and talk tracks, not just a heads‑up that something happened
   • Use intent and signal data to identify high‑intent accounts and direct targeted outreach to priority accounts
   • Act as execution lead for co‑selling campaigns with strategic cloud partners (AWS, Microsoft Azure, Google Cloud), designing joint activation programs and integrating partner‑sourced leads into the outbound rhythm
   • Design, launch, and personally lead high‑energy activation programs (blitz days, call‑out days, sprint weeks), setting structure and incentives and coaching in real time
   • Build playbooks that scale winning tactics across other International hubs, and coach SDR/Sales teams on messaging, personalization, and call rhythm discipline
3. Pipeline Motion: Keep the pipeline moving at a healthy pace, and guide how it should move.
   • Hold leads awaiting action to a target of under 5 days; include ageing in regular territory reviews and drive rep‑level enablement where it persists
   • Monitor slipped and discontinued/lost opportunities each quarter, tracking trends by value, volume, and solution area
   • Push for accurate, early qualification rather than late‑stage clean‑up
   • Prioritize discontinuation of opportunities ageing beyond 180 days or stalled/untouched for extended periods; discourage artificial forward movement that inflates coverage without substance
   • Ensure late‑stage opportunities reflect correct channel engagement, and feed routing insights back to the Lead Routing forum monthly
4. Collaboration & Governance (The Influencer)
   • Cross‑Functional Enablement: Build playbooks and templates that scale winning demand tactics across Intl hubs.
   • Sales Play Coaching: Guide SDR/ Sales teams on execution excellence through structured messaging, personalization, and call rhythm discipline.
   • Cultural Catalyst: Drive the "spirit of the hunt." You will be responsible for creating a culture of healthy competition and accountability, using incentives and gamification to keep energy levels high and results consistent.

What You Bring:

• Proven track record in a similar role with at least 4+ years of experience in that role
• Strategic Storyteller: Connects top‑of‑funnel campaigns with bottom‑line outcomes through data and narrative. You possess a mix of strategic thinking and "on‑the‑floor" energy. You can connect high‑level campaigns with the daily grind of an SDR/Sales to drive bottom‑line outcomes.
• Data Fluent: Comfortable navigating metrics in Salesforce, Clari, or Tableau to identify the “why” behind the “what.”
• Collaborative Authority: Influences cross‑functional teams without direct reporting lines.
• Customer‑Driven Marketer: Crafts compelling messaging based on persona pain points and vertical plays.
• Systems‑Oriented: Experienced in Salesforce, Outreach, Demandbase, and other ABM tools.
• Experimentation Mindset: Operates with a test‑learn‑scale approach to campaigns and sequences.
• Persona‑First Messaging: You can take a technical Elastic Core product update and simplify it into a "door‑opening" talk track that speaks directly to C‑level or practitioner pain
• Blitz Mentality: You thrive in high‑pressure, high‑velocity environments and have a natural instinct for when to pivot a campaign based on real‑time rejection or success. Points.
• Currently located in Spain, preferably Barcelona

Additional Information - We Take Care of Our People:

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 a minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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 [e-mail]. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Family and Medical Leave Act (FMLA) Poster

Employee Polygraph Protection Act (EPPA) Poster

Please see here for our Privacy Statement.

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

At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.

The typical starting salary range for this role is:

€61.600—€97.500 EUR