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 scen