Manager- Finance and Sales Strategy (Renewals) - Elastic

About the Role

Elastic is looking for a Manager to own our renewal base analytics and bookings classification framework. This high-impact individual contributor role sits within GTM FP&A, working at the intersection of finance, revenue operations, and go-to-market strategy. You will leverage your deep Enterprise Software FP&A expertise to shape how we plan, compensate, and report on renewal base health, multi-year forecasting, and bookings policy.

What You'll Do

Renewal Base Ownership

• Own and maintain the renewal base model, producing reliable multi-year forecasts for company-level planning.
• Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance.
• Define renewal base inputs for compensation planning to ensure consistent and defensible methodology.
• Serve as the primary point of escalation for renewal base discrepancies across sales, CS, and finance.

Bookings Policy & Classification

• Own the framework for bookings classification (new, expansion, or renewal) and ensure consistent application.
• Define and maintain bookings policy, distinguishing between new workflows and churned account management.
• Partner with RevOps to operationalize policy decisions in CRM and reporting systems.

Enterprise FP&A Partnership

• Serve as the GTM FP&A owner for renewal-driven revenue, integrating forecasts into operating plans and board-level reporting.
• Translate renewal base performance into P&L implications, connecting ARR trends and net retention to growth narratives.
• Support annual planning and reforecasting with structured scenario analysis.

Systems & Reporting Partnership

• Act as the business-side Subject Matter Expert (SME) for IT and Salesforce engineering teams.
• Define requirements for system rules, workflows, and reports to ensure alignment with policy intentions.

What You Bring

• 5–7 years of FP&A experience, specifically within Enterprise Software or SaaS.
• Deep knowledge of ARR/renewal mechanics, bookings definitions, and quota/compensation design.
• Proven ability to build complex financial models and connect GTM metrics to enterprise-level financial planning.
• Experience supporting or owning a full annual planning cycle.
• Ability to work cross-functionally and influence without authority.
• Strong communication skills with the ability to translate policy into actionable guidance.
• High attention to detail and comfort operating in ambiguity.
• Experience translating business requirements into CRM logic or workflows.

Benefits

• Competitive pay based on role and impact.
• Comprehensive health coverage for you and your family.
• Flexible locations and schedules.
• Generous annual vacation allowance.
• Stock program eligibility.
• 401k matching up to 6%.
• Donation matching up to $2,000 and 40 hours of volunteer time off annually.
• Minimum of 16 weeks of parental leave.