Sr. Analyst, PubSec Revenue Strategy and Operations
Elastic, Columbia, SC, United States
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. Elastic’s Search AI Platform brings together the precision of search and the intelligence of AI to accelerate results that matter for more than 50% of the Fortune 500.
What is The Role
To support our growth and enable us to scale efficiently, the Sales Ops Professional will drive all sales strategy, planning, reporting, and analysis for our US Public Sector Civilian and SLED Sales Areas. The role also supports Sales Development, Sales Engineering, and overlay sales organizations cross‑functionally.
What You Will Be Doing
Provide strategic, operational, and tactical support to multiple sales leaders across the Public Sector Geo.
Own all monthly sales pipeline KPIs (website visits, contacts, leads, opportunities, conversion rates, win/loss analysis).
Drive the pipeline budget and forecast, and conduct monthly actual‑to‑plan variance analysis to understand deltas and drivers.
Support territory carving and GTM resource planning to optimize coverage model and incentive compensation strategy across all GTM roles.
Implement early‑warning systems to proactively manage business growth (customer churn, pipeline, conversions, pricing).
Work cross‑functionally with Area Vice Presidents, Finance, and Marketing to identify concerns (e.g., lack of pipeline) and develop short‑ and long‑term initiatives.
Drive capacity planning, pipeline management, and country‑specific go‑to‑market plans, and develop growth plans for new geographies and market segments.
Support overlay sales teams to continuously evolve the resourcing model.
What You Bring
3‑5+ years of work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or a 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 building complex, dynamic models for scenario planning.
Excellent communication and engagement skills.
Highly collaborative style with a sense of urgency and the ability to adjust on the fly to new demands.
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 Excel and 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 Reseller, MSP, or FSI companies and how they operate in the space.
Benefits
Competitive pay based on work rather than prior salary.
Health coverage for you and your family in many locations.
Flexible locations and schedules for many roles.
Generous vacation days each year.
Matching up to $2,000 (or local currency equivalent) for financial donations and service.
Up to 40 hours each year to use toward volunteer projects you love.
Minimum 16 weeks of parental leave.
Typical starting salary range: $89,100—$140,900 USD (select locations: $106,800—$168,900 USD).
Equal Opportunity Employer
Elastic is an equal‑opportunity employer 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 identity or expression, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. 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 recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.
#J-18808-Ljbffr
What is The Role
To support our growth and enable us to scale efficiently, the Sales Ops Professional will drive all sales strategy, planning, reporting, and analysis for our US Public Sector Civilian and SLED Sales Areas. The role also supports Sales Development, Sales Engineering, and overlay sales organizations cross‑functionally.
What You Will Be Doing
Provide strategic, operational, and tactical support to multiple sales leaders across the Public Sector Geo.
Own all monthly sales pipeline KPIs (website visits, contacts, leads, opportunities, conversion rates, win/loss analysis).
Drive the pipeline budget and forecast, and conduct monthly actual‑to‑plan variance analysis to understand deltas and drivers.
Support territory carving and GTM resource planning to optimize coverage model and incentive compensation strategy across all GTM roles.
Implement early‑warning systems to proactively manage business growth (customer churn, pipeline, conversions, pricing).
Work cross‑functionally with Area Vice Presidents, Finance, and Marketing to identify concerns (e.g., lack of pipeline) and develop short‑ and long‑term initiatives.
Drive capacity planning, pipeline management, and country‑specific go‑to‑market plans, and develop growth plans for new geographies and market segments.
Support overlay sales teams to continuously evolve the resourcing model.
What You Bring
3‑5+ years of work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or a 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 building complex, dynamic models for scenario planning.
Excellent communication and engagement skills.
Highly collaborative style with a sense of urgency and the ability to adjust on the fly to new demands.
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 Excel and 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 Reseller, MSP, or FSI companies and how they operate in the space.
Benefits
Competitive pay based on work rather than prior salary.
Health coverage for you and your family in many locations.
Flexible locations and schedules for many roles.
Generous vacation days each year.
Matching up to $2,000 (or local currency equivalent) for financial donations and service.
Up to 40 hours each year to use toward volunteer projects you love.
Minimum 16 weeks of parental leave.
Typical starting salary range: $89,100—$140,900 USD (select locations: $106,800—$168,900 USD).
Equal Opportunity Employer
Elastic is an equal‑opportunity employer 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 identity or expression, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. 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 recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.
#J-18808-Ljbffr