Director, Partner Sales Strategy and Operations

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, productivity and process improvements that accelerate Elastic’s field sales and customer success organizations ability to capture market share and grow revenue. In this role, you will be a highly visible thought leader playing an essential role in setting the foundation to scale the Partner Sales Strategy & Operations team. You will combine analytical insight, strong business acumen, and robust cross-functional partnerships while working with our senior Partner leaders to operationalize and measure performance against the company’s goals for the business.

This role will lead the GTM design and execution of strategies that accelerate partner performance. This role will manage a team that works cross functionally across the organization and report to the VP of Global Revenue Operations.

You will be a thought partner to senior partner leaders, translating go-to-market strategy into scalable infrastructure, performance insights, and operational rigor.

What You Will Be Doing

• Create and execute the global Partner Operations strategy to support a high-performing Global Partner Sales function
• Collaborate with the VP of Global Partner Sales and the Director of Partner Programs to support the design and execution of partner programs
• Lead a team of Sales Operations and Partner Operations professionals to streamline partner processes and drive operational efficiency
• Own the operational cadence for partner QBRs, annual planning, KPI target setting and overall team performance management
• Develop and maintain key performance metrics such as partner influenced revenue, pipeline generation, and partner attribution models to align to broader Sales objectives and support strategic decision making
• Set up systems and tools to manage partner sales effectiveness, productivity, commissions, and other financial components in support of partner operations
• Lead the support functions that manage inbound partner requests from internal employees as well as external Elastic partners
• Optimize external Elastic Partners operations with internal processes and systems
• Serve as a strategic advisor to senior leaders in Partner Sales and Revenue Operations, while collaborating closely with cross-functional stakeholders in Finance, Customer Success, and Legal
• Be a strong leader, and draw upon solid analytical, critical thinking, and problem solving skills to effectively resolve operational bottlenecks between cross-functional teams

What You Bring

• Minimum 10+ years experience with 8+ relevant experience in Sales Operations supporting a mid-to-large scale multi-geographical and global sales organizations
• Minimum of 4+ years managing a team including career coaching, development planning, and organizational design
• Previous experience in a high growth software business, preferably operating in a SaaS business
• Demonstrated success in Partner Operations or Sales Operations working closely with the Partner Community
• Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets
• Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
• Ability to lead 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
• Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing result
• Experience rapidly growing an organization and attracting, hiring, and maintaining top talent
• Excellence presentation and communication skills at executive levels
• Bachelor's degree required in either a business, quantitative, or technology discipline
• MBA with a strong understanding of business driv