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 Chief of Staff is the operating backbone of the Partner Sales, Field Strategy & Enablement organization. You report directly to the GVP and function as a trusted partner across strategy, execution, communications, and organizational effectiveness — covering the entirety of the organization across every function, every segment, and every geography.
This is not a coordination role. It is a senior operating 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. You will operate at the intersection of all six functions and ensure the GVP's strategic agenda is translated into action across the org every day.
What You Will Be Doing
Run the Global Operating Rhythm
- Design and lead the end-to-end operating cadence for the organization — weekly leadership syncs, monthly function-level reviews, global QBRs, geo operating reviews, and annual planning cycles — ensuring every meeting drives decisions, not updates.
- Build and maintain performance dashboards that gives the GVP real-time visibility into partner-sourced pipeline, renewal rates by solution and geo, enablement completion, RFP throughput, value engineering engagement, and sales program attribution — all in one view.
- Govern the operating rhythm that feeds into the global cadence, ensuring regional leaders produce consistent, comparable insight that enables fast leadership decisions.
Lead Strategic Communications and Executive Preparation
- Prepare all executive materials for the GVP — board presentations, CRO reviews, QBR narratives, and CEO briefings — synthesizing complex, multi-function data into clear stories with specific recommendations.
- Write and manage internal communications from the GVP to the organization: strategy updates, priority shifts, organizational announcements, and performance commentary. The GVP's voice to the org runs through you.
- Represent the GVP's perspective in cross-functional working sessions, executive steering committees, and stakeholder meetings, ensuring alignment and follow-through without requiring the GVP's direct presence.
Drive KPIs, Metrics, and Accountability Across All Six Functions
- Partner with RevOps and Finance to define and operationalize the KPI framework across all functions — partner type, renewal segment, enablement cohort, RFP category, and VE engagement stage — so every sub-org has clear north stars and accountable owners.
- Build scorecards and attribution models that isolate performance across partner-sourced vs. co-sell pipeline, renewal rate by solution and segment, program-influenced ARR, and field readiness scores.
- Conduct performance deep-dives across any function when metrics move — identify root causes, build the narrative, and drive a recommended response to the leadership team within days, not weeks.
- Build and govern repeatable maturity models, engagement models, enablement requirements and operating cadence across teams
Drive Cross-Functional Coordination and Strategic Initiatives
- Serve as the primary coordination point between the GVP's organization and Sales, Revenue Operations, Marketing, Finance, Product, and Customer Success — ensuring the full suite of functions is integrated into, not separate from, Elastic's go-to-market.
- Lead or co-lead annual planning for the organization: synthesize geo inputs, headcount requests, program investments, and corporate priorities into a coherent FY plan with clear targets and governance.
- Own high-impact special projects from problem definition through execution — business process audits, organizational effectiveness reviews, new program launches, cross-functional escalations — delivering measurable outcomes against defined timelines.
- Use AI tools and automation aggressively to drive efficiency and insight across the organization — pipeline analytics, communications, content, process design.
What You Bring
- 10+ years of experience across channel/alliances, revenue operations, sales strategy, enablement, or a combination of GTM functions at a B2B SaaS or enterprise technology company.
- Demonstrated experience running a complex, multi-function or multi-region operating model — not managing one function, but coordinating across several simultaneously.
- Deep familiarity with indirect GTM motions: partner-sourced vs. partner-influenced pipeline, co-sell mechanics, hyperscaler marketplace transactions, and GSI engagement models.
- Strong working knowledge of renewals and retention economics: GRR, NRR, NRBR, at-risk segmentation, and renewal forecast methodology.
- Analytical and financial fluency — you can build attribution models, performance scorecards, and pipeline forecasts without needing a data analyst to do it for you.
- Exceptional executive communication skills — you write clearly, frame decisions sharply, and can build a board-quality narrative from raw data in a day.
- Proven ability to influence and align senior leaders and cross-functional teams without formal authority, including in politically complex or ambiguous environments.
- Experience supporting or serving as a Chief of Staff, Head of Strategy & Planning, or equivalent senior operating role to a C-level or GVP executive.
Bonus Points