Sr. Director, Sales Excellence

We are building something incredible at Elastic—a brand-new Sales Excellence function crafted to elevate customer success and drive ground-breaking outcomes. At Elastic, we’re passionate about delivering strategic, relevant solutions for our customers. As the Director of Sales Excellence, you’ll play a key role in crafting the future of our Professional Services team. This position is all about designing, aligning and implementing global Sales methodologies, ensuring the tools, processes, and mechanisms we use drive successful customer outcomes.

We’re looking for an authoritative and strategic Sales Leader who has a consistent record of crafting customer engagements, overcoming customer objections, and growing services penetration. We're seeking a community leader who’s ready to bring their hands-on experience to refine and expand Elastic Service's sales methodologies. This is an outstanding opportunity to lead, innovate, and make a global impact driving incredible customer experiences through the enablement and mentoring of frontline sellers, improving the quality of our pursuits, and helping the team reach new heights!

What You'll be Doing:

Sales Best Practices

• Bring together the best ideas by crafting innovative sales programs, and launching impactful selling campaigns and content on a global scale—helping teams work smarter, faster, and more efficiently.
• Lead the charge in creating clear, consistent, and effective standards for proposals, Statements of Work (SOWs), Level of Effort (LOE) estimations, and selling methodologies—ensuring teams worldwide have the tools they need to succeed.
• Keep improving! Run retrospectives on key pursuits, uncover what’s working (and what’s not), and share those insights to elevate the entire team.

Strategic Sales support and quality control

• Help drive success in our most sophisticated pursuits by supporting regional sales teams, ensuring quality proposals, and improving quality across the business.
• Be the go-to guide for high-stakes pursuits, stepping in to design creative solutions, align leadership, and enable Elastic to win.
• Provide hands-on mentoring, strategic guidance, and critical support—ensuring teams operate at the highest level across multiple regions and pursuits.

Community enablement, engagement, and development

• Empower our teams to succeed by driving enablement and building a strong, collaborative global sales community of practice.
• Act as a trusted strategic partner for field teams, providing authoritative guidance on pursuit strategy, account planning, and governance to ensure their success
• Foster knowledge sharing and continuous improvement, ensuring our Services team stays ahead of the curve.
• Nurture a high-performance, customer-first culture within Sales Excellence — where excellence, innovation, and impact thrive.

Integration

• Work hand-in-hand with cross functional teams across product, sales, marketing, and operations—sharing valuable insights and ensuring seamless service integration to fuel success.
• Be the voice of the customer in strategic engagements, ensuring Elastic solutions align perfectly with their business goals and deliver real impact.
• Deliver executive-level insights, reporting on engagement success, highlighting key risks, and showcasing measurable business outcomes.

What You Bring:

• 10+ years of sales experience selling Professional Services and/or IT Consulting.
• Consistent track record selling both high-value, sophisticated services engagements ($500K+) and fixed-scope, quick-start projects aimed at accelerating adoption of new software/technologies.
• Extensive experience in pre-sales engagement, solution design, and SOW development.
• Strong financial and business discernment, with expertise in forecasting and services revenue management.
• Hands-on experience mentoring and leading sellers globally.
• Strong communication and collaboration skills in a sophisticated, matrixed environment.
• Ability to travel 25%-65% of the time, as required.

Bonus Points:

• Elastic Certified Engineer certification
• Passion for open-source technology and business model