Sr. Analyst, PubSec Revenue Strategy and Operations

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 the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, 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 support Sales Development, Sales Engineering and overlay sales organizations. The 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, working closely with Marketing, Finance and Sales Strategy to provide targets and recommendations that help align cross‑functional teams toward the company’s 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). 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 coverage model across top markets and incentive compensation strategy across all GTM roles. Implement early warning systems to proactively manage business growth (e.g., customer churn, pipeline, conversions, pricing). Work cross‑functionally with Area Vice Presidents, Finance, and Marketing to identify areas of concern and develop short‑term and long‑term initiatives. Drive critical initiatives including capacity planning, pipeline management and country‑specific go‑to‑market plans; 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 experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or a similar field within 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 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 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 markets. Big 4 consulting experience. Understanding of Channel or Resellers, MSP or FSI companies and how they operate in the space. Benefits: Competitive pay based on the work you do, not on your previous salary. 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. Matching up to $2000 (or local currency equivalent) for financial donations and service. Up to 40 hours each year to use toward volunteer projects. Minimum of 16 weeks of parental leave. Equal Opportunity Employer: Elastic is an equal opportunity employer and is 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 perception or identity, 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. To request an accommodation during the application or recruiting process, please email candidate_accessibility@elastic.co; we will reply within 24 business hours. Compensation & Salary Range: Compensation for this role is in the form of base salary. The typical starting salary range for new hires in this role is $89,100—$140,900 USD. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply: $106,800—$168,900 USD. #J-18808-Ljbffr