Sr. Analyst, PubSec Revenue Strategy & 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:

To support our growth and enable us to scale efficiently, we are seeking an outstanding Sales Ops Professional to drive all sales strategy, planning, reporting, and analysis efforts for our US Public Sector Civilian and SLED Sales Areas. In addition, this role will also work cross functionally to help support our Sales Development, Sales Engineering and overlay sales organizations.

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:

• Responsible for providing strategic, operational, and tactical support to multiple sales leaders across the Public Sector Geo


• Own all monthly sales pipeline related KPIs (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc)


• Drive the pipeline budget 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 Area Vice Presidents, 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 them


• Drive critical 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


• Support our overlay sales teams to continuously evolve our resourcing model

What You Bring:

• 3-5+ 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


• Proven ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations


• Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning


• Excellent communication and engagement skills


• Highly collaborative style 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 Salesforce.com platform


• Power user proficiency with the MS Office suite (especially MS Excel and MS Powerpoint)


• Familiarity with reporting and business intelligence tools (especially Tableau)

Bonus Points:

• Located in the Eastern (EST) or Central (CST) time zone 


• Experience supporting Public Sector leaders and market 


• Big 4 consulting experience 


• Understanding of Channel or Resellers, MSP or FSI companies and how they operate in the space