Business Development Manager EMEA

Revenue Operations Specialist

Elastic

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 ABOUT: We are seeking an exceptional Revenue Operations Professional (Sales Strategy & Finance Manager) to drive all sales strategy, planning, reporting, and analysis efforts for sales pipeline management in the EMEA region, and to deep-dive into the tactical to support our growth and enable us to scale efficiently.  In addition, this role will also work cross-functionally to help support our Sales Development and Renewal Organisation. The individual will be responsible for taking data and turning it into actionable insights that drive business performance, influencing key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards. You will support running the business cadence, helping navigate the complexities of systems and tools as well as collaborating with cross-functional teams to solve problems, design, manage, and successfully deliver projects against operational standards. The Individual will help scale the operations of Elastic’s EMEA business by providing the systems and business insights the organisation needs to optimise sales performance, effectiveness and productivity. The International Sales Operations team has a successful track record of initiatives and reports into a global framework that has impacted Elastic globally, resulting in the team winning several awards over the last two years. The successful candidate will be expected to continue to drive this impact and growth to the next level. This role will provide the analysis needed to evolve our understanding of our pipeline dynamics and conversion rates, from the very top of the sales funnel all the way through to bookings. S/he will work very closely with Marketing, Finance, and Sales Strategy to provide targets and recommendations that help align cross-functional teams towards our company’s growth objectives while developing early warning indicators to track progress.  WHAT YOU WILL BE DOING: * Own all monthly sales pipeline-related KPIs (e.g. opportunities, conversion rates, won/loss analysis, etc).   * Drive the pipeline budget and forecast, along with monthly actual to plan variance analysis, to provide an understanding of the deltas and drivers * Support territory carving and GTM resource planning to optimise our coverage model across top markets and our incentive comp strategy across all GTM roles * Implement early warning systems to proactively manage business growth (e.g., customer churn, pipeline, conversions, pricing). * Work cross-functionally with Area Vice Presidents, Finance, and our Marketing teams to help identify areas of concern (e.g. lack of pipeline to support growth) and both short-term and long-term initiatives to address areas of concern * Drive strategic initiatives, including capacity planning, pipeline management, and country-specific go-to-market plans. Work cross-functionally to develop growth plans for new geographies and market segments * Support our Renewals  and Sales Development teams to help evolve our resourcing model WHAT YOU BRING: * 5 - 8+ years of work experience in Sales/Revenue Operations, Strategy, Management Consulting, or a similar field in SaaS organisations with strong exposure to go-to-market strategy * Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations. * Excellent communication and engagement skills * Highly collaborative style and the ability to adjust on the fly to new demands with a sense of urgency * Ability to thrive in a fast-paced start-up environment * Experience with the Salesforce.com platform * Power user proficiency with the Google Cloud Suite (Sheets, Slides/Docs)   Compensation for this role is in the form of base salary.  This role does not have a variable compensation component.   At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets. The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position. The typical starting salary range for this role is: €74.000—€117.100 EUR 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.

Inbound Sales Representative - French Market

Tripadvisor

Join our Movement and Champion Restaurant Culture! 💚 At TheFork we believe that the best things in life happen around the table. As the leading restaurant booking platform in Europe, we connect the broadest community of loyal diners with the world’s favorite restaurants. Powered by innovation and a deep passion for the restaurant industry, we create unique dining experiences across 11 countries. We’re part of the Tripadvisor Group and proud to be building a diverse, people-first culture where “respect”, “ownership”, “growth” and “better together” values thrive.  If you’re passionate about food, technology, and making a real impact, your seat at the table is ready. 👉 Discover life at TheFork     What you will do: * After selecting in-scope restaurants, you will proactively contact by phone meetings with the owners or managers of the restaurants. Your daily activities will be composed of inbound calls, and follow up calls to present TheFork products and services. * You will be focused on the French Market and also getting in contact with restaurants owners, who want first information about TheFork. * You will be in charge of proposing and selling TheFork products and services, including: promotions, advanced software tool, booking widgets installed on the restaurant website, training & marketing solutions. * You will engage with the Restaurants managers to help them understand the opportunities, features and benefits of the TheFork Manager tool and TheFork network. * You will follow up with the prospects you engaged with until you close the deal and the restaurant is successfully published online on TheFork and affiliate websites. * Close cooperation with internal stakeholders, as well as consult internal teams with your market knowledge.   Who you are: * A self-starter, results-oriented person who loves to reach and exceed targets. * A customer oriented person with a strong commercial mindset and influencing skills, capable of convincing and engaging people. * A high-performing professional with demonstrated business development experience, preferably in B2B and in restaurants/hospitality environments, comfortable in managing short-term negotiations. * A dynamic person, used to work independently in fast-paced environments and with great organizational skills. * A curious and willing to learn enthusiast, who wants to grow and improve with us. * Fluent in French & English language, any other language is a plus.     What we offer you:  😄 An awesome team  🏠 A permanent contract  ⚖️ Flexible working environment  (2 days home office per week +  up to 4 total weeks additional flexibility during the summer period and in December to work fully remotely) 💸 Competitive fixed salary and bonus  🍕 Lunch vouchers available for each working day (because yes, we like to try our best restaurants)   🌎 International teams and a multicultural environment spanning 10 offices across Europe 🤝Highly inclusive working environment   🤸‍♀️ Lifestyle benefits that can be used to reimburse expenses related to  physical and leisure activities, family support, travel etc  🎓 Continuous learning and development programs 😌 Free access to the Calm app to help you build resilience wherever you are  in your mental health journey 🐣Dedicated parental leave and caregiver leave policies (12 weeks fully paid) ⏳ A program dedicated to helping you have the best work/life balance  🏥 Health insurance fully covered by the company  👩‍🦽 Life & Disability Insurance at no cost to the employee 🍴 Amazing offices with dining, a coffee point on each floor, and leisure area     🎤 Team building events      We believe that we are better together, and we welcome you for who you are. We endeavor to ensure  that everyone - regardless of ability, age, socio-economic & cultural background, ethnicity, faith, gender, gender expression, gender identity, ideology, national origin, race, sexual orientation, marital status, or any characteristic protected under  applicable law -has the opportunity to reach their full potential. At TheFork, we want you to bring us your unique perspectives and experiences, so we can collectively continue disrupting the restaurant industry and go from good to great. TheFork is committed to a fair recruitment process. If you have special needs and require reasonable support during your application,  interview, or participation in the selection process due to health conditions or disability, please direct your inquiries to AccessibleRecruitment@TheFork.com. Our HR team will review the request and respond accordingly. #LI-FF1

Inside Sales Representative - French Market

Tripadvisor

Join our Movement and Champion Restaurant Culture! 💚 At TheFork we believe that the best things in life happen around the table. As the leading restaurant booking platform in Europe, we connect the broadest community of loyal diners with the world’s favorite restaurants. Powered by innovation and a deep passion for the restaurant industry, we create unique dining experiences across 11 countries. We’re part of the Tripadvisor Group and proud to be building a diverse, people-first culture where “respect”, “ownership”, “growth” and “better together” values thrive. If you’re passionate about food, technology, and making a real impact, your seat at the table is ready. 👉 Discover life at TheFork   What you will do: * After selecting in-scope restaurants, you will proactively contact by phone meetings with the owners or managers of the restaurants. Your daily activities will be composed of cold-calls, and follow up calls to present TheFork products and services. * You will be in charge of proposing and selling TheFork products and services, including: promotions, advanced software tool, booking widgets installed on the restaurant website, training & marketing solutions. * You will engage with the Restaurants managers to help them understand the opportunities, features and benefits of the TheFork Manager tool and TheFork network. * You will follow up with the prospects you engaged with until you close the deal and the restaurant is successfully published online on TheFork and affiliate websites.    Who you are: * Native in French and fluency in english, any additional language is valuable. * Experience of at least 1 year in a similar role: Telesales - Prospecting and qualifying by phone, being responsible for the entire sales cycle. * Used to work with CRM - managing and organizing a pipeline.  * A self-starter, and passionate Foodie, who loves to reach and exceed targets. * A customer-oriented person with a strong commercial mindset and influencing skills, capable of convincing and engaging people. * A high-performing professional with demonstrated business development experience, preferably in B2B and in restaurants/hospitality environments, comfortable in managing short-term negotiations. * A dynamic person, used to work independently in fast-paced environments and with great organizational skills. * A curious and willing to learn enthusiast, who wants to grow and improve with us.   What we offer you: 😄 An awesome team  🏠 A permanent contract (that can be useful in life)  ⚖️ Flexible working environment  (2 days home office per week +  up to 4 total weeks additional flexibility during the summer period and in December to work fully remotely) 💸 Competitive fixed salary and bonus  🍕 Lunch vouchers available for each working day (because yes, we like to try our best restaurants)   🌎 International teams and a multicultural environment spanning 10 offices across Europe 🤝Highly inclusive working environment   🤸‍♀️ Lifestyle benefits that can be used to reimburse expenses related to  physical and leisure activities, family support, travel etc  🎓 Continuous learning and development programs 😌 Free access to the Calm app to help you build resilience wherever you are  in your mental health journey 🐣Dedicated parental leave and caregiver leave policies (12 weeks fully paid) ⏳ A program dedicated to helping you have the best work/life balance  🏥 Health insurance fully covered by the company  👩‍🦽 Life & Disability Insurance at no cost to the employee 🍴 Amazing offices with dining, a coffee point on each floor, and leisure area     🎤 Team building events      All hiring happens through our careers site and official email. We do not text or ask for payment during the hiring process. Please report any suspicious messages immediately. We believe that we are better together, and we welcome you for who you are. We endeavor to ensure  that everyone - regardless of ability, age, socio-economic & cultural background, ethnicity, faith, gender, gender expression, gender identity, ideology, national origin, race, sexual orientation, marital status, or any characteristic protected under  applicable law -has the opportunity to reach their full potential. At TheFork, we want you to bring us your unique perspectives and experiences, so we can collectively continue disrupting the restaurant industry and go from good to great. TheFork is committed to a fair recruitment process. If you have special needs and require reasonable support during your application,  interview, or participation in the selection process due to health conditions or disability, please direct your inquiries to AccessibleRecruitment@TheFork.com. Our HR team will review the request and respond accordingly. #LI-FF1