Director Partner Sales Strategy Operations jobs at Elastic

As the leader of this high performing function, you will create high-impact experiences that build thought leadership, increase pipeline, deepen customer relationships, and elevate our market presence.

This role requires a combination of critical thinking, strong planning and execution skills to optimally plan and develop strategic activities to deliver marketing contributions to the sales and partner pipeline.

• Lead the vision, evangelism, and execution of a new era of experiences for our event portfolio.
• Identify high-impact moments throughout the customer lifecycle to improve emotional connection, retention, and brand dedication through experience design.
• Boost employee engagement, connection, and morale across internal events through memorable, high-quality experiences that reinforce Elastic's distinct culture.
• Own the end-to-end strategy, planning, and execution of high-impact executive events across global markets, including C-level summits, advisory boards, and customized experiences!
• Encourage and lead a team of creatives and agency partners to implement outstanding events that delight and surprise our customers, employees, and community members.
• Launch and lead the development of a strategic Executive Briefing Center (EBC) program to drive enterprise customer engagement and deal acceleration.
• Devise impactful and immersive strategies to showcase our industry-leading solutions and inspiring customer stories across all touchpoints.
• Guide the development of all communications surrounding the event - from pre-event comms to registration to post-show follow-ups.

• 12+ years of experience in customer experience and event marketing, with at least 5 years in senior leadership roles.
• Proven track record of building customer experiences that drive measurable business outcomes.
• Deep understanding of customer journey mapping, lifecycle marketing, and emotional brand connection.
• Executive presence with the ability to influence C-level collaborators and represent the customer voice internally and externally.
• Strong command of experience data, customer insights, and journey analytics.
• Bachelor’s degree required; advanced degree in business, design, or communications is a plus.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

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.

The typical starting salary range for this role is:

$200,400—$316,900 USD

$240,300—$380,200 USD

You will be a thought partner to senior partner leaders, translating go-to-market strategy into scalable infrastructure, performance insights, and operational rigor.

• Create and execute the global Partner Operations strategy to support a high-performing Global Partner Sales function
• Collaborate with the VP of Global Partner Sales and the Director of Partner Programs to support the design and execution of partner programs
• Lead a team of Sales Operations and Partner Operations professionals to streamline partner processes and drive operational efficiency
• Own the operational cadence for partner QBRs, annual planning, KPI target setting and overall team performance management
• Develop and maintain key performance metrics such as partner influenced revenue, pipeline generation, and partner attribution models to align to broader Sales objectives and support strategic decision making
• Set up systems and tools to manage partner sales effectiveness, productivity, commissions, and other financial components in support of partner operations
• Lead the support functions that manage inbound partner requests from internal employees as well as external Elastic partners
• Optimize external Elastic Partners operations with internal processes and systems
• Serve as a strategic advisor to senior leaders in Partner Sales and Revenue Operations, while collaborating closely with cross-functional stakeholders in Finance, Customer Success, and Legal
• Be a strong leader, and draw upon solid analytical, critical thinking, and problem solving skills to effectively resolve operational bottlenecks between cross-functional teams

• Minimum 10+ years experience with 8+ relevant experience in Sales Operations supporting a mid-to-large scale multi-geographical and global sales organizations
• Minimum of 4+ years managing a team including career coaching, development planning, and organizational design
• Previous experience in a high growth software business, preferably operating in a SaaS business
• Demonstrated success in Partner Operations or Sales Operations working closely with the Partner Community
• Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets
• Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
• Ability to lead sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages, and proposals
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
• Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing result
• Experience rapidly growing an organization and attracting, hiring, and maintaining top talent
• Excellence presentation and communication skills at executive levels
• Bachelor's degree required in either a business, quantitative, or technology discipline
• MBA with a strong understanding of business drivers (preferred)

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

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.

The typical starting salary range for this role is:

$160,300—$253,600 USD

$192,300—$304,200 USD

We’re looking for a

You’ll join a remote-friendly, team that values curiosity, clarity, and action to deliver impact to the business. You’ll have room to grow, freedom to explore, and the support you need to do your best work—while learning how data helps shape every part of our business.

Turning Data Into Decisions

• Build clean, scalable dashboards and tools using SQL (BigQuery), dbt, and Tableau
• Analyze complex data to answer key business questions—and turn insights into action
• Handle ad hoc asks in Google Sheets, while staying focused on big-picture, long-term impact
• Support senior leaders with clear, accurate reporting for exec and board-level needs
• Question assumptions and get to the root of the problem, not just the request
• Validate your work thoroughly and explore data anomalies with curiosity

Working Independently, While Staying Connected

• Take ownership of projects from start to finish—managing your own scope, priorities, and timelines
• Collaborate across time zones and teams (Sales, Field Ops, Data Engineering, and more) to ensure alignment and data consistency across data sources and reporting
• Spot data issues early and partner with the right folks to fix them at the source
• Help keep our reporting consistent and aligned across tools and teams

Learning, Growing, and Making an Impact

• Build real-world experience in Revenue Operations while learning how the business runs
• Lead high-impact projects that shape go-to-market strategy
• Grow your skills in areas like predictive analytics, data architecture, and business planning
• Work directly with senior leaders and build strong relationships across the company
• Be part of a team where your ideas and work make a visible difference

• 6+ years of experience in data analytics, BI, or a similar role—ideally in a high-impact, fast-paced environment
• Strong SQL skills (BigQuery preferred); experience with dbt is a plus
• Proficient with data visualization tools like Tableau or Power BI. Experience with predictive analytics is a plus.
• Experience working with Salesforce or similar sales data tools
• Comfortable working in Google Sheets to support quick turnaround requests
• Familiarity with B2B SaaS and a solid understanding of sales or post-sales data
• Experienced in managing complex projects with clarity and focus —you know how to prioritize, follow through, and get unblocked when needed
• Clear, proactive communicator who can explain complex ideas simply and help others make informed decisions

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

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.

The typical starting salary range for this role is:

$89,100—$140,900 USD

$106,800—$168,900 USD

• Identifying, recruiting, enabling and managing key channel partners to support business goals and to execute partner sales strategies.
• Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement.
• Work closely with our direct sales team leaders to form a coherent indirect strategy.
• Negotiate and close channel and partnership contracts.
• Create and drive overall channel strategy and prioritisation plan for coverage area, including the development of an Elastic Stack practice across priority channel partners.

• The ability to learn or past experience in recruiting, enabling and managing channel partners with direct personal involvement.
• Exposure to and expertise in building channel partners from the ground up.
• Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement.
• Demonstrated success growing partners through increased lead generation and pipeline growth.
• Experience negotiating channel agreements or the aptitude to learn.
• Understanding of security, observability, GenAI, search, or big data markets/products or ability to learn quickly.
• Willing to travel regularly.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

• Developing extensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape
• Actively contributing to and owning sales plan creation. Working closely with our Sales Leadership, and reporting goals and objectives, forecasts, and definitions of success for the region.
• Ensuring the attainment of assigned sales quotas by ‘leading from the front’ and driving Elastic’s sales partner methodology
• Actively encouraging an environment of teamwork, transparency, creativity, and continuous improvement
• Partnering across Elastic’s leadership community to ensure a flawless partner and customer experience
• Identify, recruit, enable and manage partners (Regional SIs, VARs, Hyperscalers, referral partners, consulting firms) to support business goals and to implement partner sales strategies specific to region
• Support and drive consistent and predictable channel bookings through joint business planning and ongoing channel management.
• Build and drive overall channel strategy and prioritization plan for coverage area, including the development of an Elastic Stack practice across priority channel partners

• Proven track record of leading Partner Teams to exceed quotas and objectives within a fast paced and technical client acquisition driven business
• Strong SaaS sales leadership
• Executive level relationships with Partner Community
• Ability to operate in a results-oriented environment
• Experience recruiting, enabling, and leading a network of SI and channel partners with direct personal involvement
• Exposure to and expertise in building channel networks from the ground up
• Demonstrated success growing the impact of channel results through increased lead growth or bookings growth
• Experience negotiating channel agreements and crafting channel programs
• Understanding of analytics, search, or big data markets / products or ability to learn quickly
• Willing to travel up to 30% of the time

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

• Developing and executing a comprehensive partner strategy for Google Cloud across the Americas.
• Driving and managing joint pipeline generation and co-selling motions with Google Cloud field teams to meet and exceed revenue targets.
• Enabling Google Cloud sales teams (account executives, solution architects, specialists) on our value proposition and joint solutions.
• Taking joint Elastic-partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Elastic field sales teams.
• Building positive relationships with key stakeholders within Google Cloud's partner organization, sales leadership, and technical teams.
• Conducting a regular communication cadence and business reviews between Elastic and Google Cloud.
• Representing Elastic at Google Cloud events and conferences.
• Collaborating internally with our global partner team, sales, marketing, and technical teams to ensure alignment and support for partner initiatives.
• Using Google Cloud Marketplace and other Google programs to drive awareness and adoption of our solutions with Elastic sales teams.
• Leading and educating Elastic staff on effective co-selling with Google.
• Regularly track, analyze, and report on key partner performance metrics, identifying areas for optimization and growth.

• 5+ years of experience in partner development, alliance management, or channel sales within the software/SaaS industry.
• Proven track record of driving significant revenue growth through cloud partnerships, ideally with Google Cloud.
• Deep understanding of the Google Cloud ecosystem, including its products, sales motions, and partner programs.
• Strong relationship-building, negotiation, and communication skills.
• Ability to work independently and as part of a cross-functional team.
• Excellent presentation skills and ability to articulate complex technical and business concepts.
• Effective collaboration skills across multiple cross-functional teams, including sales, alliances, marketing, legal, and operations.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment and make things happen.
• Strong drive and character qualities that match our company Source Code and inspire others.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future.

An employee's position within the OTE 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.

The typical starting salary range for this role is:

$107,500—$170,100 USD

The typical starting Target Variable range for this role is:

$46,000—$72,800 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$153,500—$242,900 USD

As an SDR organization, we spend most of our time finding new business to expand Elastic's presence in all market segments. Your responsibilities will include:

• Collaborate with sales, marketing and our partner team to develop new strategies to build our sales pipeline and grow our business
• Balance the reactive work of responding to interested users with a creative and proactive approach to identify new opportunities
• Use Salesforce, Outreach, LinkedIn, and other prospecting tools to research accounts, identify key contacts and craft targeted messaging
• Learn our technology and effectively communicate our value proposition with a technical audience. Work to understand their goals and challenges to better understand how we can help

There isn’t a cookie-cutter mold for who we hire, but there are some common qualities each member of our high-performing team possesses:

• 1-2 years of SaaS sales experience
• Willing to be in the New York City office a few days a week
• Open to feedback, genuinely curious and constantly looking for ways to learn and improve
• Genuine love of technology, with the ability to learn and communicate complex technical concepts. Don’t worry, we’ll give you a lot of resources!
• Not afraid to pick up the phone - this is the path to success!
• Hitting your monthly targets by being results oriented and focused on achieving, through self-discipline, creativity and passion
• Wanting to be a part of something bigger than yourself

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future.

An employee's position within the OTE 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.

The typical starting salary range for this role is:

$46,200—$73,000 USD

The typical starting Target Variable range for this role is:

$19,700—$31,200 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$65,900—$104,200 USD