Senior Manager, Lead Management 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

The Lead Management Operations team plays a key role within Marketing Operations, building the systems, insights, and processes that support scalable, data-driven growth. Our mission is to bring clarity, consistency, and connection to every stage of the buyer journey — helping go-to-market teams work faster, collaborate better, and measure success with confidence.

As the Senior Manager of Lead Management Operations, you will drive the strategy and execution that define how Elastic captures, qualifies, and activates demand across the buyer journey. You’ll lead initiatives that advance Buying Group intelligence, optimize lead lifecycle design, and strengthen the integration between Marketing, Sales, and Data systems. Through close collaboration with partners in Sales, IT, and Analytics, you’ll shape the frameworks, data models, and automation logic that make Elastic’s marketing engine intelligent, efficient, and future-ready.

What You Will Be Doing

• Lead cross-functional transformation of Elastic’s lead management ecosystem — from inquiry to opportunity — ensuring operational alignment between Marketing, Sales, and IT.
• Drive the implementation of Buying Group frameworks, enabling multi-contact attribution, role-based scoring, and intelligent engagement models across target accounts.
• Define and implement scalable lead flow architecture, including automation logic, MQL/SAL criteria, and global alignment on lifecycle definitions.
• Oversee campaign and lead performance, improving conversion rates, data hygiene, and funnel visibility across systems.
• Partner with Analytics and Marketing architecture to enhance lead and contact data models, enrichment logic, and integration accuracy between Salesforce, Marketo, and data warehouses.
• Develop governance and documentation standards for process design, change management, and cross-functional alignment.
• Champion operational readiness and enablement, equipping global teams with clarity on processes, SLAs, and reporting frameworks.
• Mentor and grow a high-performing team, fostering a culture of accountability, curiosity, and continuous improvement.

What You Bring

• 9+ years of experience in Marketing or Sales Operations, with at least 4+ years in a leadership or management role.
• Deep expertise in lead lifecycle management, Buying Group/Buying Committee models, and funnel optimization.
• Hands-on knowledge of Marketo, Salesforce, and related Martech ecosystems (e.g., Demandbase, LeanData, or equivalent).
• Proven success designing and scaling global operational frameworks that connect data, systems, and people.
• Strong background in cross-functional leadership, guiding teams through complex, multi-stakeholder projects.
• Dedication to thoroughness and effective execution, with a strong ability to take accountability for outcomes.
• Strong interpersonal and communication skills with the ability to adjust the level of detail depending on the audience.
• Data-driven decision-making, including using available data or establishing new processes to gather necessary information for informed decisions.
• Comfortable working on a fully distributed team

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 be modified in the future.  

An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organiz