Senior Analyst, Sales Strategy & Operations

<div class="content-intro"><p>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.</p></div><h3><strong>What is The Role:</strong></h3> <p>To support our growth and enable us to scale efficiently, we are seeking an outstanding entry-level Sales Ops Professional to drive all sales strategy, planning, reporting, and analysis efforts for our UK Public Sector Sales Area. In addition, this role will also work cross-functionally to help support our Sales Development, Sales Engineering and overlay sales organisations.</p> <p>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.</p> <h3><strong>What You Will Be Doing:</strong></h3> <ul> <li>Responsible for providing strategic, operational, and tactical support to multiple sales leaders across the Public Sector Geo</li> <li>Own all monthly sales pipeline-related KPIs (e.g. website visits, contacts, leads, opportunities, conversion rates, won/loss analysis, etc)</li> <li>Drive the pipeline budget and forecast, along with monthly actual to plan variance analysis, to provide an understanding of the deltas and drivers</li> <li>Support territory carving and GTM resource planning to optimise our coverage model across top markets</li> <li>Implement early warning systems to proactively manage business growth (e.g., customer churn, pipeline, conversions, pricing).</li> <li>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</li> <li>Drive critical initiatives, including capacity planning, pipeline management and go-to-market plans. Work cross-functionally to develop growth plans for new geographies and market segments</li> <li>Support our overlay sales teams to continuously evolve our resourcing model</li> <li>Drive and support the operationalisation of AI-driven go-to-market strategies for UK Public Sector, translating innovation into scalable sales execution</li> </ul> <h3><strong>What You Bring:</strong></h3> <ul> <li style="font-weight: bold;"><strong>Work experience in Sales, Sales Operations, Strategy, FP&amp;A, Management Consulting, or similar field in SaaS/ Consulting organisations with strong exposure to go-to-market strategy</strong></li> <li>Proven ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations</li> <li>Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning</li> <li>Excellent communication and engagement skills</li> <li>Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency</li> <li>Ability to thrive in a fast-paced start-up environment</li> <li>Experience with the Salesforce.com platform</li> <li>Power user proficiency with the Google Suite and MS Office suite (especially Google Sheets / MS Excel and Google Slides / MS PowerPoint)</li> <li>Familiarity with reporting and business intelligence tools (especially Tableau)</li> </ul> <h3><strong>Bonus Points:</strong></h3> <ul> <li>Experience supporting Public Sector leaders and the market&nbsp;</li> <li>Big 4 consulting experience&nbsp;</li> <li>Understanding of Channel or Resellers, MSP or FSI companies and how they operate in the space</li> </ul><div class="content-conclusion"><h2><strong>Additional Information - We Take Care of Our People</strong></h2> <p>As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.</p> <p>We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.</p> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Health coverage for you and your family in many locations</li> <li>Ability to craft your calendar with flexible locations and schedules for many roles</li> <li>Generous number of vacation days each year</li> <li>Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service</li> <li>Up to 40 hours each year to use toward volunteer projects you love</li> <li>Embracing parenthood with minimum of 16 weeks of parental leave</li> </ul> <p>Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.</p> <p>We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email <a ----- ----- class="gmail_default">.</span>&nbsp;We will reply to your request within 24 business hours of submission.</p> <p><span style="color: #000000;">Applicants have rights under Federal Employment Laws, view posters linked below:</span> <a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/fmlaen.pdf" target="_blank">Family and Medical Leave Act (FMLA)</a> <span style="color: #000000;">Poster;</span><span style="color: #000000;">&nbsp;<a href="https://www.dol.gov/sites/dolgov/files/ofccp/pdf/pay-transp_%20English_formattedESQA508c.pdf" target="_blank">Pay Transparency Nondiscrimination Provision</a> Poster; </span><a href="https://www.dol.gov/sites/dolgov/files/WHD/legacy/files/eppabw.pdf" target="_blank">Employee Polygraph Protection Act (EPPA)</a> <span style="color: #000000;">Poster and <a href="https://www.dol.gov/sites/dolgov/files/OFCCP/regs/compliance/posters/pdf/22-088_EEOC_KnowYourRights.pdf" target="_blank">Know Your Rights</a> (Poster)</span></p> <p><span style="color: #000000;">Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.</span></p> <p>Please see&nbsp;<a href="https://www.elastic.co/legal/applicant-privacy-statement" target="_blank" data-saferedirecturl="https://www.google.com/url?q=https://www.elastic.co/legal/applicant-privacy-statement&amp;source=gmail&amp;ust=1611068262479000&amp;usg=AFQjCNG3orAPk5sJIr9WVm0ZDxYw82c5DA">here</a>&nbsp;for our Privacy Statement.</p></div>

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