Director, Sales Strategy & Finance

Rozgoo; United States; On-site; USD 180,000 - 280,000; Full time

Job summary

Elastic, the Search AI Company, is seeking a Director of Public Sector Sales Strategy and Operations in the United States. You will partner with sales leadership to drive operational excellence across the Public Sector team and shape the GTM strategy to capture market share and grow revenue.

You will lead a team of operations professionals, manage forecasting and planning rhythms, and collaborate with Marketing, Finance, and Sales to align targets with growth objectives.

Qualifications

• 8+ years in Sales, Sales Operations, Strategy, FP&A, or similar in SaaS.
• Experience leading a high-performing operations team for sales.
• Ability to work cross-functionally with Sales leadership and SMEs.
• Strong analytical skills translating data to actionable insights.

Responsibilities

• Be the business partner and strategic advisor to the Global VP of Public Sector sales.
• Lead a team of operations professionals providing rhythm of the business activities (reviews, forecasting, planning).
• Collaborate cross-functionally to develop go-to-market strategy, resource plan and KPIs.
• Scale and mature key business processes to improve performance.
• Drive pipeline and forecast with variance analysis to explain deltas.
• Develop growth plans for new geographies and markets, and support GTM initiatives with AI insights.

Skills

Sales operations leadership

Go-to-market strategy

Cross-functional collaboration

Data analysis & insights

Job description

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

Elastic is committed to scaling the company through investments in revenue operations, whose mission is to drive productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to gain market share and grow revenue.

The Director of Public Sector Sales Strategy and Operations is responsible for equipping our Public Sector sales leadership with operational excellence in a consistent and collaborative manner.

This role will be leading all sales strategy, planning, reporting, and analysis efforts around sales pipeline management in the Public Sector region. They will also be a critical business partner and growth enabler for the Public Sector sales team. In addition, this role will also work cross functionally to help support our entire GTM organization such as Sales Development and Sales Engineering orgs.

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. They 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.

What You Will Be Doing

• Be the business partner/strategic advisor to the Global Vice President of Public Sector sales and provide strategic support to the Public Sector Sales Leadership team
• Lead a team of operations professionals that will provide operational support to the Public Sector Sales Leadership team on rhythm of the business activities; including business reviews, forecasting, annual planning and sales cadence.
• Collaborate with Public Sector Sales leadership and cross-functional stakeholders in developing go-to market strategy, resource plan and key performance metrics
• Scale and mature critical business processes to improve business performance
• Drive the pipeline 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 Sales Leadership, Finance, and 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
• Lead the development and operationalization of AI-driven go-to-market strategies for Public Sector, translating innovation into scalable sales execution

What You Bring

• 8+ 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
• Experience leading a high performing team of operations professionals who support sales organizations
• Can work cross-functionally with Sales leaders and subject matter experts
• Likes working in a fast-paced multifaceted environment and can balance setting strategic priorities with high-quality, tactical execution
• Ability to conduct sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages and proposals
• Experience developing and implementing