Strategy & Operations Manager (Revenue)

Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games. We’re looking for a Manager to own strategy and operations for Discord’s Consumer Revenue business, with a primary focus on Nitro partnerships. You’ll sit at the intersection of Business Development, Product, and Finance, ensuring our partnership deals are structured, modeled, and operationalized effectively as our B2B motion scales. This is a high-impact role that touches deal strategy, financial modeling, pricing, analytics, and cross-functional operations. What You'll Be Doing * Serve as the strategic connective tissue between Business Development and Product on Nitro partnerships, ensuring alignment on deal priorities, product capabilities, and go-to-market strategy * Provide analytical support to Consumer Revenue leadership by building reporting, surfacing insights on partnership performance, and delivering data-driven recommendations that inform business decisions * Partner with Finance on financial modeling for Nitro partnership deals, building and maintaining models that inform deal structure, revenue projections, and partnership economics. * Stand up and run the Consumer Revenue deal desk, defining red lines on term sheets, establishing approval frameworks, and creating clear guardrails on what we will and won’t allow in partnership agreements * Lead pricing strategy and analysis for Nitro, managing the semi-annual pricing cycle and building the analytical foundation to support pricing decisions * Develop and maintain dashboards and ad hoc analyses that give Business Development and Product teams visibility into partner revenue trends, deal pipeline health, and key performance metrics * Manage operational workflows across Accounting, Legal, and other cross-functional partners to ensure deals move from signed term sheet to revenue recognition smoothly * Document and codify deal policies, pricing frameworks, and operational processes as the function matures What you should have * 4 to 6 years of experience in strategy and operations, deal operations, revenue operations, or strategic finance * Strong financial modeling skills with the ability to build deal models, scenario analysis, and partnership economics from scratch * Proven ability to turn ambiguous business questions into structured analyses and clear recommendations * Experience standing up or managing a deal desk function, including defining deal terms, approval workflows, and pricing guardrails * Ability to operate across multiple stakeholders (Business Development, Product, Marketing, Engineering, Legal, Finance, and Accounting) and drive alignment without direct authority * Sharp analytical skills with proficiency with SQL, python, BI Tools, and Excel/Sheets. * Proficient with AI tools such as Claude, Claude Code, Cursor, etc * Strong written and verbal communication. You’ll be synthesizing complex deal structures and analytical findings into clear narratives. * Comfort with ambiguity and building process where none exists today Nice to have * Experience in subscription or consumer revenue businesses, or partnership-heavy models * Background in gaming, social platforms, or digital media * Familiarity with revenue recognition principles and working with Accounting teams on deal operationalization * Experience with BI tools such as Tableau, Looker, or similar, and building self-serve reporting for business teams The US base salary range for this full-time position is $192,000 to $216,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits. Why Discord?  Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away! Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know. Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s collection and usage of personal information relating to the application and recruitment process by clicking HERE.

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 We are seeking an exceptional Sales Ops Professional (Individual Contributor) to help drive sales strategy, planning, reporting, and analysis efforts for our APJ business covering India and Japan markets. The Revenue Strategy & Operations Manager will be responsible for the analytical aspects of key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards. You must be able to work cross-functionally to drive efficiency and performance improvement across multiple operational and financial metrics throughout APJ. You will generate reports and analysis, providing insights that support decision-making and help define, land, and execute on our key strategic priorities for the geography.  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 Revenue Strategy & Operations Manager will help scale the operations of Elastic’s APJ business by providing the systems and business insights the organization needs to optimize sales performance, effectiveness and productivity. Responsibilities will include pipeline analysis, sales performance analyses, forecast preparation, territory management, quota assignment, report preparation and deep analysis of our efficiency in the market. The Revenue Strategy & Operations Manager enjoys analyzing data, loves disrupting the inefficient, and is not afraid to "get their hands dirty". This person will be results-oriented, flexible, and eager to acquire new skills and knowledge. WHAT YOU WILL BE DOING * Partner closely with sales leadership to develop actionable, measurable projects and programs that accelerate sales growth and improve sales rep productivity. * Perform in-depth analyses on the leading, in-process, and lagging indicators to support strategic initiatives to drive growth. * Provide analytical and day-to-day operational activities support. * Perform data analysis and modeling to identify trends and efficiency opportunities. Build and maintain tools and dashboards to help with reporting and analytical needs of the team and key stakeholders. * Engage in ad-hoc analyses to understand business performance/user metrics, Key Performance Indicators and provide concise summaries and recommendations to management. * Identify process gaps and opportunities for process improvement. * Provide analytical insights into aspects of key business decisions, including go-to-market strategies, resource allocation, process improvement, metrics and dashboards * Detailed analysis of the pipeline and insights to grow pipeline generation efforts and conversion rates. * Identify levers for driving revenue growth and sales efficiency. * Conduct detailed analysis of sales productivity. * Support sales forecasting and annual planning processes. * Provide system and tool support to the field to enhance sales productivity. * Manage and facilitate regular business reviews with sales and cross-functional leadership * Focus on continuous improvement of sales processes and tools to drive productivity and remove friction WHAT YOU BRING  * BS/BA or equivalent required * 5+ years work experience in Sales, Sales Operations, Strategy, FP&A, Management Consulting, or similar field in SaaS organizations 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 * Experience with Microsoft Office Suite. BONUS POINTS * Proficiency in Japanese Language is a plus. 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.