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Posted 4 months ago

Title: Sr Manager/Director, Sales Incentives and Analytics

Location: Distributed, AMER

Elastic is a search company with a simple goal: to solve the world’s data problems with products that delight and inspire. As the creators of the Elastic Stack, we help thousands of organizations including Cisco, eBay, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, Verizon, and many more use Elastic to power mission-critical systems. From stock quotes to Twitter streams, Apache logs to WordPress blogs, our products are extending what’s possible with data, delivering on the promise that good things come from connecting the dots. We have a distributed team of Elasticians across 30+ countries (and counting), and our diverse open source community spans over 100 countries. Learn more at

To support our continued growth, we are seeking a Sales Incentives and Analytics leader for our Sales Insights and Analytics team. The Director of Sales Analytics will lead a team responsible for all aspects of field performance tracking and analysis, provide thoughtful recommendations on how to best address themes that stem from our tracking of monthly field critical metrics, develop content and prepare senior executives for Board meetings and earnings calls, and provide strategic counsel on how to best invest and scale all Field / Go-To-Market functions.

This individual will thrive in navigating ambiguity, adapt quickly to a changing environment, take a global view, are data-focused and have a passion for optimizing process and structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You enjoy leading a team and developing your people. This individual also loves rolling up your sleeves and being an individual contributor. Passionate about the results we deliver, we utilize all team members to execute efficiently and effectively. We’re looking for people with strong analytical and process skills, comfortable engaging with C-suite execs, effective at collaborating with multiple teams and growing positive relationships with business partners. Does this sound like you?

What you will be doing:

  • Be responsible for the tracking and reporting of all company level Sales critical metrics and deliver these to Finance on a monthly basis shortly after the close of each month.
  • Deliver a monthly performance review assessment to GTM leadership executives outlining MTD, QTD, and FYTD performance across a variety of measures by region and segment.
  • Present a quarterly business review to each of our AVP’s, SVP of WW Sales, CRO, and Executive Leadership Team; Prepare and deliver all field performance assessment narratives for the Sr Field Operations leaders, ELT, and Board of Directors.
  • Support Sales Strategy with territory carving and GTM resource planning to optimize our coverage model across all markets.
  • Drive strategic initiatives including resource and capacity planning, segmentation, pipeline management, country-specific go-to-market plans, and coverage model for all functions within Field Operations (i.e. Reps, SDRs, SEs, Channel Partners, Customer Success, Services, etc).
  • Implement early warning systems to help actively lead the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).
  • Work cross-functionally with Sr Leadership teams to help identify headwinds and tailwinds and lead both short-term and long-term strategic initiatives.
  • Guide, develop, and mentor a team.

What you bring along:

  • BS/BA required, MBA a plus, but not required.
  • 10+ years of experience in Sales Operations, Business Operations, Strategy, Finance FP&A, Management Consulting, or similar field in SaaS organizations with strong exposure to go-to-market strategy.
  • Experience with crafting sales comp plans a big plus.
  • Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning.
  • Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
  • Very strong executive presence and engagement skills.
  • Highly collaborative style with strong influencing skills and the ability to adjust on the fly to new demands with a sense of urgency.
  • Ability to thrive in a fast-paced start-up environment.
  • Experience with the platform
  • Power-user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint).

Additional Information – We Take Care of Our People

At Elastic, we strive to have parity of benefits across regions. While regulations differ from place to place, we believe taking care of people is the right thing to do.

  • Healthcare for you and your family in many locations.
  • Flexible location and schedule for many roles.
  • Generous number of vacation days each year.
  • Double your charitable giving we match up to 1% of your salary.
  • Up to 40 hours each year to use toward volunteer projects you love.


Elastic is an Equal Employment employer committed to the principles of equal employment opportunity and affirmative action for all applicants and employees. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. Elastic also makes reasonable accommodations for disabled employees consistent with applicable law.

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