Revenue Strategy & Operations

Sr. Director, Enablement, Strategy & Partner Operations

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 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.

Lead Generation Strategy and Operations

ElevenLabs

ABOUT ELEVENLABS ElevenLabs is an AI research and product company transforming how we interact with technology. We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always. We have expanded from voice into three main platforms: * ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale. * ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages. * ElevenAPI gives developers access to our leading AI audio foundational models. Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you. HOW WE WORK * High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. * Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you. * AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations. * Excellence everywhere: Everything we do should match the quality of our AI models. * Global team: We prioritize your talent, not your location. WHAT WE OFFER * Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible. * Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities. * Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend. * Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose. * Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy. * Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend. About the role We’re looking for someone to join our team in Lead Generation Strategy & Operations and play a key role in scaling our go-to-market operations. This role is at the intersection of technical problem-solving and operational excellence, focusing on building and maintaining tools, automations, and dashboards that empower our sales, data, and product teams to execute with precision. As part of the Revenue Operations team, you'll collaborate across functions to design and implement systems that streamline sales processes, enhance decision-making, and drive growth. The GTM Strategy and Operations team operates as strategic advisors to key cross-functional partners, podded by functional area (pre- vs. post-sale) to drive revenue acceleration, insights, and business growth. This is an exciting opportunity to bring technical and analytical expertise to a fast-paced, impactful environment. In this role, you will be responsible for: * E2E Process Management - Build and maintain strategic automations and standardized processes that support cross-functional teams and promote consistency and adoption. * Cross-Functional Collaboration - Collaborate with cross-functional teams (Marketing, Events, Partner) to drive initiatives that enhance revenue generation and operational effectiveness. * Leadership Partnership - Serve as a trusted partner to leadership, providing strategic insights, actionable recommendations, and performance reporting. * Experimentation - Develop and test new ideas, workflows, and sources that improve critical levers within each functional area. * Data-Driven Strategy - Oversee analytics and performance analyses across pre-sales functions. Identify areas of opportunity and acceleration; build dashboards and insights that inform experimentation and guide lever improvement. * Reporting & Analytics - Lead the design and management of dashboards, reports, and key performance indicators (KPIs) to measure and enhance team performance. Who you are We're looking for exceptional individuals who combine technical excellence with ethical awareness, who are excited by hard problems and motivated by human impact. You’ll strive with us if you: * Are passionate about audio AI driven by a desire to make content universally accessible and breaking the frontiers of new tech. * Are a highly motivated and driven individual with a strong work ethic. Our team is aware of this critical moment of audio AI evolution and is committed to going the extra mile to lead. * Are analytical, efficient, and strive on solving complex challenges with a first principles mindset. * Consistently strive for excellence, delivering high-quality work quickly and exceeding expectations. * Take initiative and work autonomously from day one, prioritizing learning and contribution while leaving ego aside. What you bring * 4+ years of Revenue Operations at high-growth technology companies * Proven track record of developing and implementing end-to-end solutions, from data collection and analysis to execution. * Can break complex problems into smaller, actionable solution steps * Strong analytical skills, with proven expertise in SQL and data visualization using BI tools (e.g. Sigma) * Excellent communication and collaboration skills, with the ability to work effectively with cross-functional teams. * Highly adaptable, with a proactive approach to problem-solving and process improvement. * Strong coachability and willingness to learn and adapt to new challenges. What we offer * High-velocity innovation: Rapid experimentation, lean autonomous teams, and minimal bureaucracy. * A truly global team: Collaboration with teammates across 30+ countries, a global customer footprint and office hubs in New York, London and Warsaw. Annual company offsite for the whole team to get together (the last one in Italy!) * Remote first: We prioritize your talent, not your location, with structured asynchronous workflows for maximum impact and minimal meetings. * Continuous growth: Collaborate with AI leaders, shape your path, and contribute where you excel most. LOCATION This role is remote, so it can be executed globally. If you prefer, you can work from our offices in New York, London and Warsaw.

Sr. Director, Field Technology and AI

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 As the Sr. Director, Field Technology and AI, you will lead the GTM Technology organization responsible for accelerating and applying AI across Elastic's Go-to-Market motion. Reporting into Revenue Operations leadership, you will own the strategy, roadmap, and execution for four interconnected teams: Engineering, Data Science, Customer Data Strategy, and Application Administration. Together these teams form the engine for AI-driven GTM transformation at Elastic. This is a senior, enterprise-wide leadership role with a strong team and clear direction. Data Science creates new synthetic signals for action. Customer Data Strategy ensures the underlying data is certified and trustworthy for all teams. The Field Engineering team builds the systems that operationalize it inside GTM workflows. Application Administration sustains the platforms where it all comes to life. Your responsibility is to align these disciplines into a single, coherent operating model that solves GTM problems at scale. You will set the vision for how AI is embedded into the seller and GTM leader experience, while ensuring each team delivers against its own roadmap, outcomes, and success measures in service of broader fiscal-year strategic goals. WHAT YOU WILL BE DOING * Strategy & Leadership * Set the Field Technology & AI Vision: Define and own the strategy for how Elastic applies AI across the GTM ecosystem, aligning Engineering, Data Science, Customer Data Strategy, and Application Administration into a unified roadmap that aligns with RevOps and GTM strategic priorities. * Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization o across four functional teams, each with their own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success * Drive AI Adoption Across GTM: Partner with senior GTM, Sales, Marketing, legal, IT, and Finance leaders to identify the highest-leverage GTM problems AI can solve, and lead those solutions from concept to adoption. * Measure & Communicate Impact: Establish KPIs for AI-driven outcomes, system performance, data quality, and team delivery. Regularly report progress, trade-offs, and business impact to executive stakeholders. * Operate as an Executive Partner: Serve as the senior technology voice within RevOps, translating GTM strategy into a technology agenda, and translating technology capability into GTM opportunity. * Execution & Delivery * Lead Four Functional Teams: Manage Engineering, Data Science, Customer Data Strategy, and Application Administration through their respective leaders. Set distinct roadmaps, success measures, and operating cadences for each team while ensuring their outputs combine into a single, coherent GTM technology portfolio. * Influence Beyond Your Org: Drive alignment and shared outcomes with peer leaders across Revenue Strategy, Marketing, Finance, and IT. Shape executive-level decisions on GTM priorities, secure cross-functional investment in your roadmap, and resolve trade-offs that span organizational boundaries. * Productize AI for GTM: Champion a portfolio of applied AI use cases, including account scoring, next-best-action, seller copilots, agentic workflows, and conversational analytics, and drive each from design, prototype, and ultimately to scaled adoption. * Govern the Technology Portfolio: Make principled build/buy/partner decisions across the GTM tech stack, balancing innovation speed with platform stability, cost, and long-term scalability. * Embed AI Responsibly: Establish the principles, guardrails, and review mechanisms that ensure AI is deployed at Elastic in ways that are accurate, explainable, secure, and aligned with company values. WHAT YOU BRING * Strategic Leadership & GTM Understanding * 12+ years of progressive experience in GTM technology, RevOps systems, data/analytics, or applied AI, including 7+ years in senior leadership roles managing multiple sub-functions and leaders-of-leaders. * Proven track record building or transforming a Field/GTM Technology organization in a global B2B SaaS environment, with measurable impact on pipeline, productivity, or revenue outcomes. * Demonstrated success leading multi-disciplinary teams across engineering, data science, data strategy, and application administration, 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 IT stakeholders, and to translate technical strategy into business outcomes. * Track record of building, developing, and retaining strong technical leaders and specialized individual contributors. * Technical Expertise & Execution * Deep fluency in the modern GTM technology stack, including CRM (Salesforce), marketing automation, sales engagement, CPQ, and the integration patterns that connect them. * Strong working knowledge of modern data and AI stacks (BigQuery, Snowflake, Databricks, dbt, vector databases, LLM orchestration frameworks) and how they combine to deliver applied AI capabilities into operational workflows. * Experience operationalizing ML and GenAI use cases inside GTM systems, moving from model output to embedded, adopted, measurable seller and leader experiences. * Strong understanding of data governance, MDM, and the data quality foundation required to make AI trustworthy at enterprise scale. * Sound judgment on engineering practices, system architecture, vendor selection, and total-cost-of-ownership trade-offs. BONUS POINTS * Hands-on experience deploying agentic AI, retrieval-augmented generation (RAG), or knowledge-graph-based approaches in a GTM or enterprise operations context. * Working knowledge of the Elastic Stack (Elasticsearch, Kibana, vector search) and how it can be leveraged to power internal GTM applications and AI use cases. * Experience partnering closely with central IT/Enterprise Data 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: $212,100—$335,600 USD The typical starting salary range for this role in the select locations listed above is: $254,900—$403,200 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.