Manager- Finance and Sales Strategy (Renewals)

<div class="content-intro"><p>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.</p></div><p><strong><span data-offset-key="637gr-0-0"><span data-text="true">About the Role:</span></span></strong></p> <p><span data-offset-key="637gr-0-1"><span data-text="true">We're looking for a Manager to own our renewal base analytics and bookings classification framework. This is a high-impact individual contributor role sitting within GTM FP&amp;A, working at the intersection of finance, revenue operations, and go-to-market strategy. You'll bring deep Enterprise Software FP&amp;A expertise to one of the company's most critical functions — renewal base health, multi-year forecasting, and bookings policy — shaping how we plan, compensate, and report on the business.</span></span></p> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="9817b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9817b-0-0"><strong><span data-offset-key="9817b-0-0"><span data-text="true">What You'll Do:</span></span> </strong></div> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9817b-0-0">&nbsp;</div> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9817b-0-0"><span data-offset-key="9817b-0-2"><span data-text="true">Renewal Base Ownership</span></span></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="c6j9q-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="c6j9q-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="c6j9q-0-0"><span data-offset-key="c6j9q-0-0"><span data-text="true">Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="29v13-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="29v13-0-0"><span data-offset-key="29v13-0-0"><span data-text="true">Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="k5t6-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="k5t6-0-0"><span data-offset-key="k5t6-0-0"><span data-text="true">Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="diebo-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="diebo-0-0"><span data-offset-key="diebo-0-0"><span data-text="true">Serve as the primary point of escalation for renewal base discrepancies, investigating and resolving data or methodology issues raised by sales, CS, and finance stakeholders</span></span></div> </li> </ul> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="8fsns-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="8fsns-0-0"><span data-offset-key="8fsns-0-0"><span data-text="true">Bookings Policy &amp; Classification</span></span></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="1kul7-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="1kul7-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1kul7-0-0"><span data-offset-key="1kul7-0-0"><span data-text="true">Own the framework for how bookings are classified — new, expansion, or renewal — and ensure consistent application across the business</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="b9qus-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="b9qus-0-0"><span data-offset-key="b9qus-0-0"><span data-text="true">Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="4i7uq-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="4i7uq-0-0"><span data-offset-key="4i7uq-0-0"><span data-text="true">Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise</span></span></div> </li> </ul> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="8e61s-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="8e61s-0-0"><span data-offset-key="8e61s-0-0"><span data-text="true">Enterprise FP&amp;A Partnership</span></span></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="4ebm4-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="4ebm4-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="4ebm4-0-0"><span data-offset-key="4ebm4-0-0"><span data-text="true">Serve as the GTM FP&amp;A owner for renewal-driven revenue, integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="bh50q-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bh50q-0-0"><span data-offset-key="bh50q-0-0"><span data-text="true">Partner with Finance management to translate renewal base performance into P&amp;L implications — connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="bpibd-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="bpibd-0-0"><span data-offset-key="bpibd-0-0"><span data-text="true">Support the annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise</span></span></div> </li> </ul> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="fhhv2-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="fhhv2-0-0"><span data-offset-key="fhhv2-0-0"><span data-text="true">Systems &amp; Reporting Partnership</span></span></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="8b906-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="8b906-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="8b906-0-0"><span data-offset-key="8b906-0-0"><span data-text="true">Work with the IT and Salesforce engineering teams. Convert the bookings policy and renewal base </span></span><span id="popover-trigger-:r5n:" class="chakra-text css-1j6t0d7"><span data-offset-key="8b906-1-0"><span data-text="true">logic</span></span></span><span data-offset-key="8b906-2-0"><span data-text="true"> into system rules, workflows, and reports. You will serve as the business-side Subject Matter Expert (SME). In this role, you will define requirements. You will also ensure that the system operates according to the policy intentions.</span></span></div> </li> </ul> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="2qk24-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="2qk24-0-0"><strong><span data-offset-key="2qk24-0-0"><span data-text="true">What You Bring:</span></span></strong></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="3k14m-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="3k14m-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="3k14m-0-0"><span data-offset-key="3k14m-0-0"><span data-text="true">5–7 years of FP&amp;A experience, with meaningful time spent in Enterprise Software or SaaS — you understand how recurring revenue businesses are modeled, planned, and reported at the company level</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="cee6b-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="cee6b-0-0"><span data-offset-key="cee6b-0-0"><span data-text="true">Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="894ik-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="894ik-0-0"><span data-offset-key="894ik-0-0"><span data-text="true">Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning (operating plan, long-range plan, board materials)</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="d76uv-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="d76uv-0-0"><span data-offset-key="d76uv-0-0"><span data-text="true">Experience supporting or owning a full annual planning cycle — from GTM target-setting through finance consolidation</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="69ic3-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="69ic3-0-0"><span data-offset-key="69ic3-0-0"><span data-text="true">Ability to work cross-functionally and influence without authority — you'll regularly align stakeholders across sales, finance, and ops</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="fopc4-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="fopc4-0-0"><span data-offset-key="fopc4-0-0"><span data-text="true">Clear communicator who can translate nuanced policy decisions into simple, actionable guidance for the field</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="a8naj-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="a8naj-0-0"><span data-offset-key="a8naj-0-0"><span data-text="true">High attention to detail and comfort operating in ambiguity, particularly when defining or adjudicating edge cases in policy</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="9gv44-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="9gv44-0-0"><span data-offset-key="9gv44-0-0"><span data-text="true">Experience working with IT or technical teams to translate business requirements into CRM reasoning, reports, or workflows</span></span></div> </li> </ul> <div class="p" data-block="true" data-editor="4ncej" data-offset-key="5nosv-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="5nosv-0-0"><strong><span data-offset-key="5nosv-0-0"><span data-text="true">Nice to Have:</span></span></strong></div> </div> <ul class="public-DraftStyleDefault-ul" data-offset-key="1rbpl-0-0"> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-reset public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="1rbpl-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="1rbpl-0-0"><span data-offset-key="1rbpl-0-0"><span data-text="true">Experience with Salesforce, Clari, or similar CRM/forecasting tools</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="6c3oq-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="6c3oq-0-0"><span data-offset-key="6c3oq-0-0"><span data-text="true">Prior exposure to compensation planning processes (OTE, quota-setting)</span></span></div> </li> <li class="public-DraftStyleDefault-unorderedListItem public-DraftStyleDefault-depth0 public-DraftStyleDefault-listLTR" data-block="true" data-editor="4ncej" data-offset-key="51fmt-0-0"> <div class="public-DraftStyleDefault-block public-DraftStyleDefault-ltr" data-offset-key="51fmt-0-0"><span data-offset-key="51fmt-0-0"><span data-text="true">Background working closely with or embedded within a RevOps function</span></span></div> </li> </ul><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><span style="font-weight: 400;"><br>Compensation for this role is in the form of base salary.&nbsp; This role does not have a variable compensation component.&nbsp;&nbsp;<br></span></p> <p><span style="font-weight: 400;">The typical starting salary range for new hires in this role is listed below.&nbsp; 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.&nbsp;</span></p> <p><span style="font-weight: 400;">These ranges represent </span><span style="font-weight: 400;">the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting.&nbsp; We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.&nbsp;&nbsp;</span></p> <p><span style="font-weight: 400;">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.</span></p> <p><span style="font-weight: 400;">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.&nbsp; 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.</span></p></div><div class="title">The typical starting salary range for this role is:</div><div class="pay-range"><span>$106,900</span><span class="divider">&mdash;</span><span>$169,100 USD</span></div></div><div class="pay-input"><div class="title">The typical starting salary range for this role in the select locations listed above is:</div><div class="pay-range"><span>$128,200</span><span class="divider">&mdash;</span><span>$202,700 USD</span></div></div></div><div class="content-conclusion"><h2><strong>Additional Information - We Take Care of Our People</strong></h2> <p>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.</p> <p>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.</p> <ul> <li>Competitive pay based on the work you do here and not your previous salary</li> <li>Health coverage for you and your family in many locations</li> <li>Ability to craft your calendar with flexible locations and schedules for many roles</li> <li>Generous number of vacation days each year</li> <li>Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service</li> <li>Up to 40 hours each year to use toward volunteer projects you love</li> <li>Embracing parenthood with minimum of 16 weeks of parental leave</li> </ul> <p>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.</p> <p>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 <a href="mailto:candidate_accessibility@elastic.co" target="_blank">candidate_accessibility@elastic.co</a><span class="gmail_de