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. 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. We are seeking an exceptional Sales Strategy & Operations Professional to drive SDR/Renewal sales strategy, planning, reporting, and analysis efforts for sales pipeline management in the EMEA region, and to deep-dive into the tactical work to support our growth and enable us to scale efficiently.

In addition, this role will also work cross-functionally to help support our Sales Development and Renewal Organisation. The individual will be responsible for taking data and turning it into actionable insights that drive business performance, influencing key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards. You will support running the business cadence, helping navigate the complexities of systems and tools as well as collaborating with cross-functional teams to solve problems, design, manage, and successfully deliver projects against operational standards.

The Individual will help scale the operations of Elastic's EMEA business by providing the systems and business insights the organisation needs to optimise sales performance, effectiveness and productivity.

The International Sales

Operations team has a successful track record of initiatives and reports into a global framework that has impacted Elastic globally, resulting in the team winning several awards over the last two years. 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.

Own all monthly sales pipeline-related KPIs (e.G. opportunities, conversion rates, won/loss analysis, etc). Drive the pipeline budget and forecast, along with monthly presente to plan variance analysis, to provide an understanding of the deltas and drivers Support territory carving and GTM resource planning to optimise our coverage model across top markets and our incentive comp strategy across all GTM roles Implement early warning systems to proactively manage business growth (e.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. Support our Renewals and Sales Development teams to help evolve our resourcing model 5 - 8+ years of work experience in Sales/Revenue Operations, Strategy, Management Consulting, or a similar field in SaaS organisations with strong exposure to go-to-market strategy ~ Experience with the Salesforce.Power user proficiency with the Google Cloud Suite (Sheets, Slides/Docs)



Health coverage for you and your family in many locations 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 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 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: Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' 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, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). 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.

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. co We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below:

📌 Sales Strategy And Operations Manager (Individual Contributor) (Cataluña)
🏢 Elastic
📍 Cataluña