Manager, Global Sanctions

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 enable everyone 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 The Revenue Journey Office (RJO) is part of Global Revenue Operations. It manages the tools and processes for Elastic's revenue journey. This role specifically focuses on managing all pre-pipeline and top-of-funnel prospecting activities by our sales team. As a Program Manager, you will own and continuously improve key business processes and systems from the Customer Awareness to Opportunity Qualification stages of the revenue journey. You will work with teams from Sales Development, Inside Sales, Mid-Market & Enterprise Sales, Revenue Operations, Marketing/Demand Generation, IT, and Product. Your goal is to develop strategies for and optimize prospecting systems, tools, and processes. Your efforts here will improve our sellers’ productivity, accelerate pipeline generation, and support Elastic's growth. WHAT YOU WILL BE DOING * Align the strategy, governance, and continuous improvement of global revenue processes and systems supporting inbound lead qualification, outbound prospecting, and pipeline generation. * Create standard prospecting journeys in collaboration with your business stakeholders. Define playbooks, success milestones, and health metrics. Establish seamless handoff processes between SDRs, IAEs, and Field Sales to ensure leads convert to opportunities faster. * Serve as the tool strategy owner for key prospecting systems (e.g. Surfe, ZoomInfo, Sales Navigator, Demandbase), ensuring solid data quality, governance, automation, and user adoption. * Lead cross-functional initiatives that simplify daily prospecting workflows, reduce manual data entry, and improve the overall user experience for SDRs, IAEs, and AEs. * Partner with stakeholders across Revenue Operations, Sales Development, Inside Sales, Field Sales, Marketing, IT, and Product to prioritize enhancements, manage change, and drive adoption of new capabilities. * Establish program governance. Define success metrics (e.g., lead conversion rates, meetings booked, pipeline generated) and reporting that will measure tool adoption, the health of top-of-funnel processes, and overall business impact. * Evaluate new technologies and vendor capabilities while helping shape the revenue operations roadmap for the pre-pipeline ecosystem. * Actively identify cross-functional risks to your program and the strategy for your prospecting ecosystem, and work to mitigate those risks. * Coordinate and collaborate with other RJO program managers to evaluate the impact to the overall Revenue Journey sales ecosystem. WHAT YOU BRING * 5–8 years of program management, revenue operations, sales operations, or business transformation experience in a high-growth B2B SaaS environment. * Proven success leading large initiatives involving cross-functional teams, business processes, systems, and organizational change. * A solid knowledge of the B2B revenue lifecycle is important, with deep expertise in top-of-funnel motions. This includes managing inbound and outbound prospecting strategies and understanding SDR/IAE/AE productivity metrics. * Experience translating business requirements into scalable processes and system-centered solutions while balancing governance with field usability. * Top-notch analytical and problem-solving skills with experience using data to identify opportunities, measure outcomes, and influence decision-making. * Outstanding communication, stakeholder management, and executive presentation skills with the ability to build alignment across global organizations. * Deep experience with Salesforce, as well as sales engagement and prospecting tools (e.g., Outreach, Salesloft, ZoomInfo, Surfe, Lusha, LeanData, Demandbase, 6sense, Gong). * Skilled with AI-enabled prospecting workflows, global operating models, and modern pipeline generation tactics. * Experience with enterprise-scale governance is preferred. This role is ideal for someone who enjoys solving complex operational challenges, building scalable programs, and influencing how a global revenue organization operates at the top of the funnel. Your work will directly shape how Elastic prospects, sells and grows with customers worldwide.   #LI-AM2 Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.   The typical starting salary range for new hires in this role is listed below.  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 as specified below.  These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.   An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $113,100—$178,900 USD The typical starting salary range for this role in the select locations listed above is: $135,900—$215,100 USD 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 minimum of 16 weeks of parental leave Different people approach problems differently. We need that. 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 individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.

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 enable everyone 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 As the Sr. Director, Field Technology and AI, you will lead the GTM Technology organization responsible for accelerating and applying AI across Elastic's Go-to-Market motion. Reporting into Revenue Operations leadership, you will own the strategy, roadmap, and execution for four interconnected teams: Engineering, Data Science, Customer Data Strategy, and Application Administration. Together these teams form the engine for AI-driven GTM transformation at Elastic. This is a senior, enterprise-wide leadership role with a strong team and clear direction. Data Science creates new synthetic signals for action. Customer Data Strategy ensures the underlying data is certified and trustworthy for all teams. The Field Engineering team builds the systems that operationalize it inside GTM workflows. Application Administration sustains the platforms where it all comes to life. Your responsibility is to align these disciplines into a single, coherent operating model that solves GTM problems at scale. You will set the vision for how AI is embedded into the seller and GTM leader experience, while ensuring each team delivers against its own roadmap, outcomes, and success measures in service of broader fiscal-year strategic goals. WHAT YOU WILL BE DOING * 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. * Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization o across four functional teams, each with their own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success * 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. * 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. * 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. * 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. * 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. * 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. * 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. * 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. WHAT YOU BRING * 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. BONUS POINTS * 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. Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.   The typical starting salary range for new hires in this role is listed below.  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 as specified below.  These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.   An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $212,100—$335,600 USD The typical starting salary range for this role in the select locations listed above is: $254,900—$403,200 USD 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 minimum of 16 weeks of parental leave Different people approach problems differently. We need that. 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 individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.