Sales Operations Analyst - Public Sector

Summary

Elastic, the Search AI Company, provides cloud-based solutions for search, security, and observability. The Sales Operations Analyst will support sales strategy, planning, reporting, forecasting, and analysis for the US Public Sector Civilian and SLED sales areas while partnering with cross-functional teams to drive growth and operational efficiency.

Responsibilities

• 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

Skills

• 4 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)
• 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

Qualifications

Must Haves

• 4 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)

Nice to Haves

• 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

Benefits

• This role is currently eligible to participate in Elastic's stock program.
• A company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
• Health coverage for you and your family in many locations.
• Ability to craft your calendar with flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• We match up to $2000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year to use toward volunteer projects you love.
• Minimum of 16 weeks of parental leave