About the job
Elastic, recognized as the Search AI Company, empowers organizations to access real-time answers from their data at scale, unlocking the full potential of businesses and individuals. The Elastic Search AI Platform, utilized by over 50% of the Fortune 500, seamlessly combines the accuracy of search with the intelligence of AI, enabling everyone to accelerate the results that matter. By leveraging all forms of structured and unstructured data while ensuring the security of private information, Elastic’s comprehensive, cloud-based solutions for search, security, and observability help organizations fulfill the promise of AI.
Role Overview
To bolster our growth and facilitate efficient scaling, we are in search of a talented Sales Strategy & Finance Manager to lead all sales strategy, planning, reporting, and analytical initiatives for one of the largest regions in the Americas sales territory. This pivotal role will also collaborate across functions to support our Sales Development, Sales Architecture, and other overlay sales teams.
This position will deliver critical insights to deepen our understanding of pipeline dynamics and conversion rates, from the top of the sales funnel through to bookings. You will work closely with Marketing, Finance, and Sales Strategy teams to set targets and provide recommendations that align cross-functional teams with our growth objectives while developing early warning indicators to monitor progress.
Key Responsibilities
- Manage all monthly sales pipeline KPIs such as website visits, contacts, leads, opportunities, conversion rates, and win/loss analysis.
- Lead the pipeline budgeting and forecasting process, along with monthly variance analysis to elucidate deltas and drivers.
- Assist in territory planning and go-to-market resource allocation to optimize our coverage model across key markets and refine our incentive compensation strategy.
- Establish early warning systems to proactively manage business growth metrics including customer churn, pipeline health, conversions, and pricing strategies.
- Collaborate with Area Vice Presidents, Finance, and Marketing to identify areas of concern, such as insufficient pipeline to support growth, and devise both short-term and long-term strategies to address these issues.
- Drive essential initiatives including capacity planning, pipeline management, and region-specific go-to-market strategies.
- Support overlay sales teams in continuously evolving our resource allocation model.

