Senior Director, Sales Strategy AMER

Elastic is an open source search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co

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 Senior Director of America Sales Strategy and Operations is responsible for equipping our AMER regional 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 AMER region. They will also be a critical business partner and growth enabler for the AMER 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 Vice President of AMER sales and provide strategic support to the AMER Sales Leadership team
• Lead a team of operations professionals that will provide operational support to the AMER Sales Leadership team on rhythm of the business activities; including business reviews, forecasting, annual planning and sales cadence.
• Collaborate with AMER 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 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. Work cross functionally to develop growth plans for new geographies and market segments

What You Bring to Elastic:

• • 10 - 15 + 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 metrics to effectively measure and monitor sales performance and productivity improvements
  • Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
  • Demonstrated ability to define, refine and implement sales processes, procedures, and policies.
  • Excellent communication and engagement skills
  • Shown success leading and running Annual Planning (territories, quota, headcount).
  • Experie