Director of Customer Data Strategy

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

As the Director of Customer Data Strategy within Revenue Operations, you will be the strategic leader responsible for defining customer and account data into a trusted, scalable, and AI-ready asset. Working with to the Sr. Director, Field Technology, AI, & Analytics, you will establish the processes, policies, and systems that ensure our customer data is accurate, structured, and drives efficiency across the entire Go-to-Market (GTM) ecosystem. Are you ready to join an amazing team?

This is a critical, enterprise-wide leadership role! The mission extends beyond fixing data issues—you will build preventative frameworks that sustain high-quality data, influence GTM leaders on data adoption, and create a Single Source of Truth for Account firmographics, technographics, and hierarchies. You will have responsibility for guiding the selection, implementation, and maintenance of critical SaaS Account data enrichment tools that power our core systems. This will directly enable accurate forecasting, territory design, segmentation, and customer engagement strategies while positioning our data for more sophisticated analytics and AI initiatives. We are doing amazing work!

What You Will Be Doing

Strategy & Leadership

• Set the Data Strategy and Vision: Define the long-term Customer and Account Data roadmap, aligning collaborators across GTM, Sales, Marketing, And Finance.
• Drive Adoption: Partner with GTM executives to ensure consistent enterprise-wide adoption of Data Management standards.
• Governance at Scale: Develop and further a comprehensive data governance framework, including standards, policies, and executive-aligned initiatives that ensure accuracy and compliance.
• Measure & Communicate Impact: Establish clear critical metrics for data quality, governance, and business impact, and regularly report outcomes to executive partners.
• Own the Team: Build, mentor, and lead a high-performing team of data specialists, defining clear roles, responsibilities, and success metrics.

Execution & Delivery

• Operationalize Standards: In collaboration with Marketing and Finance, we define and implement customer data standards for firmographics, account hierarchies, and industry segmentation, ensuring accuracy in forecasting and planning.
• Ensure an Account level Single Source of Truth: We implement governance frameworks, automated validation rules, enrichment strategies, and controls to eliminate duplicates, resolve hierarchy issues, and prevent degradation.
• Own Enrichment Tooling: In partnership with IT and Field Systems teams, lead the selection, implementation, and maintenance all critical SaaS Account data enrichment tools, ensuring they integrate seamlessly into the data governance framework and feed accurate data to our core systems
• Support GTM Execution: Partner with Sales Strategy and Revenue Operations to underpin territory planning, segmentation, and quota allocation with trusted, standardized data.
• Enhance Data Quality at Scale: Deploy monitoring solutions, enrichment partners, and automated checks to proactively detect, prevent, and remediate data errors.
• Integrate into MDM Initiatives: Act as the GTM lead for Master Data Management, ensuring customer data is consistent, reliable, and integrated across core systems (CRM, ERP, Marketing Automation).
• Enable AI & Analytics Readiness: Structure and curate data to support predictive scoring, personalization, and sophisticated analytics, serving as the foundation for future AI and ML workflows.

What You Bring

Strategic Leadership & GTM Competence

• 10+ years of progressive experience in data governance, data strategy, or Master Data Management, including 5+ years in a leadership role defining organizational strategy.
• Proven track record leading Customer Data Strategy or MDM programs in a global B2B SaaS e