The Vice President GTM Strategy and Operations leads an organization that combines strategy, planning and operations, to partner with our Worldwide Field Operations leadership and senior leadership across the company. The leader helps define go-to-market strategy and builds implementation plans including segmentation strategies, coverage models, and investment plans, as well as supports the field in executing those plans through reporting, quota setting and management, sales process optimization, and sales program implementation. This leader will work with the sales leadership team, collaborate with finance and with other internal functional organizations to coordinate to drive a collegial, high-performing, collaborative and ethical sales culture. You will be partnered very closely with the CFO, as an integral extension of this team, the position reports directly to the President, Worldwide Field Operations.

Sales Strategy

• Partner with the executive leadership team to evolve core go-to-market strategy, including segmentation models, coverage models and organization design.
• Develop plans as Elastic grows across geographies and segments, acquires new customers and expands with existing customers, and delivers multiple solutions across multiple consumption formats. Lead market analysis to support the sales planning cycle.
• Provide leadership to the sales organization, and consult to the Worldwide Field Operations in implementing field plans that enable Elastic to achieve business goals.
• Lead a team that provides partnership and thought leadership for senior sales management globally.
• Work closely with senior leadership to define optimal performance measurements and programs required to ensure field organization success.
• Advise sales leadership on development of sales compensation plans that reflect GTM strategy connected to corporate objectives.

Sales Operations

• Implement go-to-market strategies by refining account planning, sales methodologies and processes consistent with high-growth agenda. Partner with senior sales leadership to identify opportunities for sales process improvement.
• Drive sales territory analysis and definition to implement go-to-market plans. Manage movements on account ownership and account data quality.
• Lead change management for field programs. Facilitate successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch.
• Lead field communications; evolve and manage communications for regular field updates, enablement, adoption of new programs and processes

• Work with sales leadership and cross functional leadership to establish global sales goals to support and meet the company’s revenue and strategic growth goals
• Develop and drive the bookings forecast process globally. Ensure strong relationships with field management to deliver timely and accurate sales forecasts and reporting.
• Lead reporting of sales data and metrics for use by leadership across the Field organization and corporate leadership.
• Advise senior leadership on, and handle investments in, go-to-market, including productivity, capacity, balance across all go-to-market roles, geographies and segments. Ensure planning and forecasting efforts are appropriately integrated with other planning processes across Elastic.
• Establish high levels of quality, accuracy, and process consistency in planning and forecasting approaches used by the sales organization.

Job Requirements

• Proven experience in developing multi-dimensional go-to-market plans in a high growth software company.
• Strong planning, analytical skills, with proven ability to apply these skills with deft business acumen to complex situations with competing priorities.
• Strong problem solver, with ability to critically analyze business plans, assess investment levels, prioritize resources and focus on processes.
• Ability to collaborate and effectively manage cross-functional teams charged with launching new programs and complex initiatives.
• Ability to manage projects with multiple tracks as a high-energy leader. Ability to develop clear action plans and drive processes with numerous inter-dependencies.
• Demonstrated attention to detail, a commitment to quality.
• Demonstrated ability to write well, edit effectively and present complex issues and projects succinctly, logically, and persuasively.
• 15+ years’ experience in driving sales strategy and operations, ideally with 10+ years ‘experience in a management/leadership role within sales.