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 searching for a highly strategic leader to own and elevate our technical revenue and business enablement function. This pivotal role ensures the integrity of revenue recognition across all global product lines, serving as the primary strategic advisor to the business on complex transactions and new market entries. This Senior Director reports to the VP of Revenue Accounting Operations.

Ready to influence GTM strategy and lead critical change in a rapidly scaling, publicly traded SaaS environment? This role is where technical expertise meets business velocity!

What You Will Be Doing

Lead Strategic Compliance & Assurance

• Own ASC 606: Establish, monitor, and rigorously enforce global revenue policies, ensuring pristine compliance and control.
• Structure Deals for Success: Proactively partner with Deal Desk, Legal, and Sales leadership to structure complex, non-standard contracts, ensuring optimal and accurate revenue outcomes.
• Defend & Present: Authoritative preparation, documentation, and defense of complex revenue positions through technical memos, presenting conclusions to Executive leadership and External Auditors post-quarter.
• Assess and Mitigate Risk: Drive the assessment and mitigation of financial risks associated with new markets and innovative product offerings.

Champion Operational Excellence

• GTM Strategy Leadership: Serve as the lead technical revenue expert in Go-to-Market (GTM) discussions, proactively defining accounting and operational requirements for product launches.
• System Transformation: Lead the design, process flow development, and UAT execution for revenue-impacting systems (e.g., RevPro, ERP) to drive data automation initiatives and scale the business.
• Cross-Functional Enablement: Provide advanced training and authoritative guidance on revenue principles across the organization (Sales, Legal, Channel).
• Process Elevation: Identify, recommend, and lead the implementation of process and control improvements to maximize efficiency and accuracy in the revenue cycle.

What You Bring

Seeking a decisive leader with a proven track record of scaling revenue functions! Are you ready for your next big challenge?

• 12+ years of progressive experience in revenue accounting and reporting, including leading technical revenue within a publicly traded SaaS or high-tech company.
• Certified Public Accountant (CPA) is mandatory. Expert-level knowledge of ASC 606 is essential. Big 4 experience is a strong advantage!
• Proven success navigating rapid growth, international expansion, and complex product portfolios.
• Executive Presence: Must possess the ability to articulate complex technical issues clearly to executive and non-finance audiences.
• System Mastery: Extensive experience establishing SOX-compliant policies and driving system implementations (RevPro, NetSuite, Salesforce).
• Strategic Influence: Proven track record of proactively influencing business decisions to ensure compliance while achieving optimal commercial results.

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

The typical starting salary range for new hires in this role is listed below.  In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below. 

These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may