Sales Operations Analyst - Public Sector

About Elastic

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 accelerate results. By taking advantage of all structured and unstructured data while securing private information, Elastic’s cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role

To support our growth and enable us to scale efficiently, we are seeking an outstanding Sales Ops Professional to drive all sales strategy, planning, reporting, and analysis efforts for our US Public Sector Civilian and SLED Sales Areas. In addition, this role will work cross-functionally to help support our Sales Development, Sales Engineering, and overlay sales organizations.

This role will provide the analysis needed to evolve our understanding of pipeline dynamics and conversion rates; from the very top of the sales funnel through to bookings. You will work closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross-functional teams toward growth objectives while developing early warning indicators to track progress.

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-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 deltas and drivers
• Support territory carving and GTM resource planning to optimize our coverage model across top markets and incentive comp strategy across all GTM roles
• Implement early warning systems to help proactively manage business growth (i.e., customer churn, pipeline, conversions, pricing, etc.)
• Work cross-functionally with Area Vice Presidents, Finance, and Marketing teams to identify areas of concern and short-term/long-term initiatives to address them
• Drive critical initiatives including capacity planning, pipeline management, and country-specific go-to-market plans
• Support overlay sales teams to continuously evolve our resourcing model

What You Bring

• 4 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 into easily digestible executive presentations
• Experience forecasting bookings, rep attainment, and building dynamic scenario planning models
• Excellent communication and engagement skills
• Highly collaborative style and the ability to adjust to new demands with a sense of urgency
• Ability to thrive in a fast-paced environment
• Experience with Salesforce.com
• Power user proficiency with MS Office (especially MS Excel and MS PowerPoint)
• Familiarity with reporting and business intelligence tools (especially Tableau)

Bonus Points

• Experience supporting Public Sector leaders and markets
• Big 4 consulting experience
• Understanding of Channel, Resellers, MSP, or FSI companies and how they operate in the space

Total Rewards & Benefits

• Competitive base salary with stock program eligibility
• Company-matched 401(k) up to 6% of eligible earnings
• Comprehensive health coverage for you and your family
• Flexible locations and schedules
• Generous vacation policy
• Minimum of 16 weeks parental leave
• Charitable donation matching up to $2,000 annually
• Up to 40 hours per year of paid volunteer time