ElasticElastic logo - Sr. Director, Field Technology and AI
Requirements
• Strategic Leadership & GTM Understanding • 12+ years of progressive experience in GTM technology, RevOps systems, data/analytics, or applied AI, including 7+ years in senior leadership roles managing multiple sub-functions and leaders-of-leaders. • Proven track record building or transforming a Field/GTM Technology organization in a global B2B SaaS environment, with measurable impact on pipeline, productivity, or revenue outcomes. • Demonstrated success leading multi-disciplinary teams across engineering, data science, data strategy, and application administration, and creating an operating model that aligns them around shared outcomes. • Exceptional executive presence and communication skills, with the ability to influence senior GTM, Marketing, Finance, and IT stakeholders, and to translate technical strategy into business outcomes. • Track record of building, developing, and retaining strong technical leaders and specialized individual contributors. • Technical Expertise & Execution • Deep fluency in the modern GTM technology stack, including CRM (Salesforce), marketing automation, sales engagement, CPQ, and the integration patterns that connect them. • Strong working knowledge of modern data and AI stacks (BigQuery, Snowflake, Databricks, dbt, vector databases, LLM orchestration frameworks) and how they combine to deliver applied AI capabilities into operational workflows. • Experience operationalizing ML and GenAI use cases inside GTM systems, moving from model output to embedded, adopted, measurable seller and leader experiences. • Strong understanding of data governance, MDM, and the data quality foundation required to make AI trustworthy at enterprise scale. • Sound judgment on engineering practices, system architecture, vendor selection, and total-cost-of-ownership trade-offs. • Hands-on experience deploying agentic AI, retrieval-augmented generation (RAG), or knowledge-graph-based approaches in a GTM or enterprise operations context. • Working knowledge of the Elastic Stack (Elasticsearch, Kibana, vector search) and how it can be leveraged to power internal GTM applications and AI use cases. • Experience partnering closely with central IT/Enterprise Data organizations to deliver shared outcomes across organizational seams. • 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
• Strategy & Leadership • Set the Field Technology & AI Vision: Define and own the strategy for how Elastic applies AI across the GTM ecosystem, aligning Engineering, Data Science, Customer Data Strategy, and Application Administration into a unified roadmap that aligns with RevOps and GTM strategic priorities. • Set the Field Technology & AI Vision • Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization across four functional teams, each with their own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success. • Lead a Multi-Disciplinary Organization • Drive AI Adoption Across GTM: Partner with senior GTM, Sales, Marketing, legal, IT, and Finance leaders to identify the highest-leverage GTM problems AI can solve, and lead those solutions from concept to adoption. • Drive AI Adoption Across GTM • Measure & Communicate Impact: Establish KPIs for AI-driven outcomes, system performance, data quality, and team delivery. Regularly report progress, trade-offs, and business impact to executive stakeholders. • Measure & Communicate Impact • Operate as an Executive Partner: Serve as the senior technology voice within RevOps, translating GTM strategy into a technology agenda, and translating technology capability into GTM opportunity. • Operate as an Executive Partner • Execution & Delivery • Lead Four Functional Teams: Manage Engineering, Data Science, Customer Data Strategy, and Application Administration through their respective leaders. Set distinct roadmaps, success measures, and operating cadences for each team while ensuring their outputs combine into a single, coherent GTM technology portfolio. • Lead Four Functional Teams • Influence Beyond Your Org: Drive alignment and shared outcomes with peer leaders across Revenue Strategy, Marketing, Finance, and IT. Shape executive-level decisions on GTM priorities, secure cross-functional investment in your roadmap, and resolve trade-offs that span organizational boundaries. • Influence Beyond Your Org • Productize AI for GTM: Champion a portfolio of applied AI use cases, including account scoring, next-best-action, seller copilots, agentic workflows, and conversational analytics, and drive each from design, prototype, and ultimately to scaled adoption. • Productize AI for GTM • Govern the Technology Portfolio: Make principled build/buy/partner decisions across the GTM tech stack, balancing innovation speed with platform stability, cost, and long-term scalability. • Govern the Technology Portfolio • Embed AI Responsibly: Establish the principles, guardrails, and review mechanisms that ensure AI is deployed at Elastic in ways that are accurate, explainable, secure, and aligned with company values. • Embed AI Responsibly
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