[Hiring] Manager - Finance and Sales Strategy @Elastic

Role Description

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&A, working at the intersection of finance, revenue operations, and go-to-market strategy. You'll bring deep Enterprise Software FP&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.

What You'll Do

• Renewal Base Ownership
  • Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning.
  • Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions.
  • Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible.
  • 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.
• Bookings Policy & Classification
  • Own the framework for how bookings are classified — new, expansion, or renewal — and ensure consistent application across the business.
  • Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows.
  • Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise.
• Enterprise FP&A Partnership
  • Serve as the GTM FP&A owner for renewal-driven revenue, integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting.
  • Partner with Finance management to translate renewal base performance into P&L implications — connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives.
  • Support the annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise.
• Systems & Reporting Partnership
  • Work with the IT and Salesforce engineering teams to convert the bookings policy and renewal base logic into system rules, workflows, and reports.
  • Define requirements and ensure that the system operates according to the policy intentions.

Qualifications

• 5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS.
• Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design.
• Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning.
• Experience supporting or owning a full annual planning cycle — from GTM target-setting through finance consolidation.
• Ability to work cross-functionally and influence without authority.
• Clear communicator who can translate nuanced policy decisions into simple, actionable guidance for the field.
• High attention to detail and comfort operating in ambiguity.
• Experience working with IT or technical teams to translate business requirements into CRM reasoning, reports, or workflows.

Nice to Have

• Experience with Salesforce, Clari, or similar CRM/forecasting tools.
• Prior exposure to compensation planning processes (OTE, quota-setting).
• Background working closely with or embedded within a RevOps function.

Compensation

• 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 $106,900 — $169,100 USD.
• The typical starting salary range for this role in select locations is $128,200 — $202,700 USD.

Benefits

• 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.
• 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.
• Minimum of 16 weeks of parental leave.