Program Manager, Revenue Journey Office

Program Manager, Revenue Journey Office

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 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.

Senior Programs & Business Operations Lead, Airbnb Services

Airbnb

Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way. The Community You Will Join: The Chief Business Officer organization plays a pivotal role in driving the company’s growth and expansion efforts worldwide. Our teammates work on commercializing Airbnb’s new and existing businesses, helping Airbnb expand beyond its core offering as a place to stay. This includes expanding into a highly fragmented, travel-adjacent services market to address key guest needs for convenience and make travel more memorable. With this focus on business strategy and expansion, the team is leading the way for Airbnb’s continued growth. The Difference You Will Make: As a Sr. Programs & Business Operations Lead, you will play a pivotal role in driving the global expansion of Airbnb’s Services business, with a focus on emerging service categories. You will co-develop and execute strategies that take new travel-adjacent categories from concept to launch and scale. By partnering across cross-functional teams and leveraging deep analytical rigor with operational excellence, you will build the programs, processes, and business frameworks needed to make these new services a part of every traveler’s journey. A Typical Day: * Strategic Planning & Program Execution: Develop and implement end-to-end program plans for the launch and scaling of new service categories. Drive go-to-market planning and execution across geographies, ensuring operational readiness and alignment with business objectives. * Cross-Functional Alignment & Coordination: Serve as a connective leader across Business Operations, Market Management, and Product Pods. Drive alignment among engineering, design, marketing, and legal teams toward shared targets, often without direct authority, by building strong relationships and leveraging strategic insights. * Analytics & Performance Management: Leverage advanced analytical skills, including writing SQL queries, to independently extract insights from raw data. Build financial models, size market opportunities, and establish rigorous KPIs (e.g., revenue, conversion, quality) to inform fast, test-and-learn iterations and drive data-driven decision-making. * Supply Strategy & Partner Operations: Evaluate and execute supply sourcing strategies for emerging categories, assessing whether to acquire supply through individual local hosts or by structuring partnerships to accelerate time-to-market and scaling. * Operational Excellence & Process Improvement: Build the operational foundation required to scale new service categories. Identify bottlenecks in the funnel, develop contingency plans for risks, translate local market feedback into scalable requirements, and continuously improve processes and systems for efficiency. Your Expertise: * Experience: 12+ years of experience in business operations, program management, or strategy roles within high-growth businesses. Demonstrated ability to build and scale new businesses or programs, with a proven track record of driving cross-functional alignment. Marketplace experience, particularly within a digital company, is preferred. * Strategic & Operational Execution: You are a builder. You possess the ability to not just draft a strategic playbook, but to operationalize the plan; standing up programs, building processes, and driving execution in complex global markets. * Analytical & Strategic Skills: Highly analytical and data-driven. SQL proficiency is required. Ability to independently pull data, run complex analyses, distill insights, and translate them into clear, actionable business strategies and plans. * Communication & Leadership: Exceptional communication and relationship-building skills. Demonstrated ability to influence executive leadership and drive accountability across diverse, cross-functional teams. * Cross-Functional Collaboration: Expertise in driving collaboration across diverse teams, fostering transparency, accountability, and a unified vision. * Adaptability & Innovation: Comfortable navigating ambiguity and fast-paced environments. A strategic thinker with the creativity to design novel business models, incentive structures, and operational frameworks. * Process Improvement: Capable of developing tools and systems to enhance processes, interpreting business risks, and recommending best practices to drive operational efficiency at scale. Your Location: This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. While the position is Remote Eligible, you must live in a state where Airbnb, Inc. has a registered entity. Click here for the up-to-date list of excluded states. This list is continuously evolving, so please check back with us if the state you live in is on the exclusion list  If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. Our Commitment To Inclusion & Belonging: Airbnb is committed to working with the broadest talent pool possible. We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions. All qualified individuals are encouraged to apply. We strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: reasonableaccommodations@airbnb.com. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process.  We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application. How We'll Take Care of You: Our job titles may span more than one career level. The actual base pay is dependent upon many factors, such as: training, transferable skills, work experience, business needs and market demands. The base pay range is subject to change and may be modified in the future. This role may also be eligible for bonus, equity, benefits, and Employee Travel Credits.   Pay Range $204,000—$249,000 USD

Manager, Global Sanctions

Stripe

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies - from the world’s largest enterprises to the most ambitious startups - use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Financial Crimes team plays a critical role in ensuring a healthy financial ecosystem and maintaining trust in Stripe's platform. We ensure that prohibited parties cannot utilize our services and identify bad actors engaging in money laundering, terrorist financing, or other financial crimes. As Stripe's user base and global footprint grow dramatically, this team is essential for mitigating risk and upholding regulatory compliance, directly contributing to Stripe's mission of increasing the GDP of the internet safely and responsibly. WHAT YOU’LL DO As the Manager, Global Sanctions, you will own and evolve an established sanctions function across geographies. You will be responsible for leading regional teams, driving the next phase of sanctions transformation, and partnering with Engineering and Product to modernize how sanctions operations work at Stripe. RESPONSIBILITIES * Lead and develop sanctions managers and analysts across regions, ensuring investigative quality, consistency, and throughput at scale * Own the strategic direction of Stripe's global sanctions program, screening coverage, alert logic, escalation frameworks, and quality assurance * Drive the sanctions transformation roadmap, identify where manual workflows and vendor tooling are limiting scale, and lead the shift toward automation and smarter detection * Partner with Engineering and Product as a genuine co-designer, translate sanctions requirements into tooling inputs, challenge screening logic, and lead operational readiness for new capabilities * Ensure every process and system change is built with audit trails, explainability, and examiner-readiness by design; lead the function through regulatory exams and supervisory inquiries * Serve as the senior escalation point for complex casework * Maintain deep awareness of evolving sanctions regulations globally (OFAC, EU, HMT, UN, and others) and translate changes into program requirements ahead of deadlines * Report on sanctions program health, emerging typologies, and team performance to senior leadership WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * At least 10 years of experience in sanctions compliance or financial crimes, with senior leadership experience managing cross-regional teams * Deep expertise in major global sanctions regimes (OFAC, EU, HMT, UN) and sanctions screening methodologies * Proven track record of improving sanctions program operations * Experience evaluating or transitioning sanctions tooling, including vendor platforms and in-house or automated solutions * Ability to partner credibly with Engineering and Product on tooling design, screening logic, and workflow automation * Effective communicator across audiences, regulators, senior leadership, and engineering teams * Experience with sanctions screening platforms and familiarity with AI-assisted screening tools PREFERRED QUALIFICATIONS * CAMS or equivalent certification * Background handling regulatory examinations or voluntary self-disclosure processes * Experience at a global payments platform or fintech at scale