Elastic - Chief of Staff - Partner Sales, Field Strategy & Enablement
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Requirements
• 10+ years of experience across channel/alliances, revenue operations, sales strategy, enablement, or a combination of GTM functions at a B2B SaaS or enterprise technology company. • Demonstrated experience running a complex, multi-function or multi-region operating model — not managing one function, but coordinating across several simultaneously. • Deep familiarity with indirect GTM motions: partner-sourced vs. partner-influenced pipeline, co-sell mechanics, hyperscaler marketplace transactions, and GSI engagement models. • Strong working knowledge of renewals and retention economics: GRR, NRR, NRBR, at-risk segmentation, and renewal forecast methodology. • Analytical and financial fluency — you can build attribution models, performance scorecards, and pipeline forecasts without needing a data analyst to do it for you. • Exceptional executive communication skills — you write clearly, frame decisions sharply, and can build a board-quality narrative from raw data in a day. • Proven ability to influence and align senior leaders and cross-functional teams without formal authority, including in politically complex or ambiguous environments. • Experience supporting or serving as a Chief of Staff, Head of Strategy & Planning, or equivalent senior operating role to a C-level or GVP executive. • Hands-on experience with GSI and/or hyperscaler partnership programs (AWS Partner Network, Google Cloud Partner Advantage, Microsoft AI Cloud Partner Program). • Familiarity with Elastic's platform — Search & AI, Observability, Security — or adjacent technologies (SIEM, APM, log management, vector search, generative AI infrastructure). • Experience building an organizational operating system in a high-growth or transformation context. • Working knowledge of RFP operations and/or value engineering/ROI frameworks as GTM disciplines. • Proficiency with AI tools for productivity, analytics, and communication — you build faster than most teams plan. • Additional Information - We Take Care of Our People: • As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. • We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not 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 • Increase your impact - 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 • Embracing parenthood with a minimum of 16 weeks of parental leave
Responsibilities
• Run the Global Operating Rhythm • Design and lead the end-to-end operating cadence for the organization — weekly leadership syncs, monthly function-level reviews, global QBRs, geo operating reviews, and annual planning cycles — ensuring every meeting drives decisions, not updates. • Build and maintain performance dashboards that gives the GVP real-time visibility into partner-sourced pipeline, renewal rates by solution and geo, enablement completion, RFP throughput, value engineering engagement, and sales program attribution — all in one view. • Govern the operating rhythm that feeds into the global cadence, ensuring regional leaders produce consistent, comparable insight that enables fast leadership decisions. • Lead Strategic Communications and Executive Preparation • Prepare all executive materials for the GVP — board presentations, CRO reviews, QBR narratives, and CEO briefings — synthesizing complex, multi-function data into clear stories with specific recommendations. • Write and manage internal communications from the GVP to the organization: strategy updates, priority shifts, organizational announcements, and performance commentary. The GVP's voice to the org runs through you. • Represent the GVP's perspective in cross-functional working sessions, executive steering committees, and stakeholder meetings, ensuring alignment and follow-through without requiring the GVP's direct presence. • Drive KPIs, Metrics, and Accountability Across All Six Functions • Partner with RevOps and Finance to define and operationalize the KPI framework across all functions — partner type, renewal segment, enablement cohort, RFP category, and VE engagement stage — so every sub-org has clear north stars and accountable owners. • Build scorecards and attribution models that isolate performance across partner-sourced vs. co-sell pipeline, renewal rate by solution and segment, program-influenced ARR, and field readiness scores. • Conduct performance deep-dives across any function when metrics move — identify root causes, build the narrative, and drive a recommended response to the leadership team within days, not weeks. • Build and govern repeatable maturity models, engagement models, enablement requirements and operating cadence across teams • Drive Cross-Functional Coordination and Strategic Initiatives • Serve as the primary coordination point between the GVP's organization and Sales, Revenue Operations, Marketing, Finance, Product, and Customer Success — ensuring the full suite of functions is integrated into, not separate from, Elastic's go-to-market. • Lead or co-lead annual planning for the organization: synthesize geo inputs, headcount requests, program investments, and corporate priorities into a coherent FY plan with clear targets and governance. • Own high-impact special projects from problem definition through execution — business process audits, organizational effectiveness reviews, new program launches, cross-functional escalations — delivering measurable outcomes against defined timelines. • Use AI tools and automation aggressively to drive efficiency and insight across the organization — pipeline analytics, communications, content, process design.
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