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, Enablement, Strategy & Partner Operations, you will lead the organization responsible for accelerating Elastic’s revenue engine across our GTM motions. Reporting into Revenue Operations leadership, you will own the strategy, roadmap, operations, and execution for Global Partner Sales, Renewals, Value Engineering, Sales Programs, Field Strategy, and Enablement. Together these teams form the commercial backbone that turns GTM strategy into seller and partner action at Elastic. This is a senior leadership role that requires depth in GTM strategy and execution, financial and analytical fluency, executive presence, and the ability to drive outcomes without formal authority across a complex, multi-function organization. What You Will Be Doing Strategy & Leadership Serve as a strategic advisor : Be the business partner to the GVP of Partner Sales, Field Strategy, & Enablement and provide strategic support to their Leadership team Set the Commercial Operations Vision: Define and own the strategy for how Elastic plans, partners, and enables across the GTM ecosystem Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization across three functional teams within Revenue Operations, each with its own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success. Drive Commercial Productivity Across GTM: Partner with senior GTM, Sales, Marketing, Partner, and Finance leaders to identify the highest-leverage opportunities to grow pipeline, coverage, and seller productivity, and lead those initiatives from concept to adoption. Measure & Communicate Impact: Establish KPIs for revenue outcomes, partner contribution, planning accuracy, and enablement effectiveness. Regularly report progress, trade-offs, and business impact to executive stakeholders. Operate as an Executive Partner: Serve as the senior commercial voice within RevOps, translating GTM strategy into a commercial operating agenda, and translating field and partner capability into GTM opportunity. Execution & Delivery Lead Functional Teams: Organize for efficiency, effectiveness and predictability at the intersection of these GTM teams Influence Beyond Your Organization: Drive alignment and shared outcomes with peer leaders across Revenue Strategy, Marketing, Finance, and the regional Ops teams. Shape executive-level decisions on GTM priorities, secure cross-functional investment in your roadmap, and resolve trade-offs that span organizational boundaries. Own the Planning & Partner Motion: Champion the core commercial rhythms segmentation, territory and quota design, capacity and coverage planning, predictive analysis Govern the Commercial Portfolio: Make principled prioritization and investment decisions across the planning, partner, and enablement agenda, balancing growth ambition with operational stability, cost, and long-term scalability. Build Enablement That Sticks: Establish the programs, content, and readiness mechanisms that ensure employees and partners are equipped to execute measured not by activity, but by adoption and downstream revenue impact. What You Bring Strategic Leadership & GTM Understanding 10+ years of progressive experience in revenue operations, sales strategy, partner operations, or commercial enablement, including 5+ years in senior leadership roles managing multiple sub-functions and leaders-of-leaders. Proven track record building or transforming a commercial operations, sales strategy, or partner organization in a global B2B SaaS environment, with measurable impact on pipeline, productivity, or revenue outcomes. Demonstrated success leading multi-disciplinary teams across strategy, partner operations, and enablement, 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 Partner stakeholders, and to translate commercial strategy into business outcomes. Track record of building, developing, and retaining strong functional leaders and specialized individual contributors. Functional Expertise & Execution Deep fluency in the modern GTM motion, including segmentation, territory and quota design, capacity and coverage planning, forecasting, and the commercial cadences that connect them. Strong working knowledge of partner and ecosystem operations; partner program design, deal registration, co-sell motions, and the systems that support them. Experience operationalizing enablement for internal sellers and partners, moving from content and program design to embedded, adopted, measurable field readiness. Strong understanding of the data and reporting foundation required to make commercial planning and partner performance trustworthy at enterprise scale. Sound judgment on prioritization, program investment, vendor selection, and total-cost-of-ownership trade-offs across the commercial stack. Bonus Points Hands-on experience designing partner or co-sell programs that materially shifted ecosystem-sourced revenue. Familiarity with applying AI to commercial workflows — planning, partner scoring, or enablement delivery in a GTM or enterprise operations context. Experience partnering closely with regional Ops, RevTech, and Finance 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: $200,400 — $316,900 USD The typical starting salary range for this role in the select locations listed above is: $240,300 — $380,200 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.

Sr. Director, Enablement, Strategy & Partner Operations

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