Sr. Director, Enablement, Strategy & Partner Operations

About this role

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

As the Sr. Director, Enablement, Strategy & Partner Operations, you will lead the organization responsible for accelerating Elastic’s revenue engine across our GTM motions. Reporting into Revenue Operations leadership, you will own the strategy, roadmap, operations, and execution for Global Partner Sales, Renewals, Value Engineering, Sales Programs, Field Strategy, and Enablement. Together these teams form the commercial backbone that turns GTM strategy into seller and partner action at Elastic.

This is a senior leadership 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.

What You Will Be Doing

Strategy & Leadership

• Serve as a strategic advisor : Be the business partner to the GVP of Partner Sales, Field Strategy, & Enablement and provide strategic support to their Leadership team

• Set the Commercial Operations Vision: Define and own the strategy for how Elastic plans, partners, and enables across the GTM ecosystem

• Lead a Multi-Disciplinary Organization: Build, mentor, and lead an organization across three functional teams within Revenue Operations, each with its own leaders, roadmaps, and outcomes. Set clear success measures, develop leaders, and create the framework for success.

• Drive Commercial Productivity Across GTM: Partner with senior GTM, Sales, Marketing, Partner, and Finance leaders to identify the highest-leverage opportunities to grow pipeline, coverage, and seller productivity, and lead those initiatives from concept to adoption.

• Measure & Communicate Impact: Establish KPIs for revenue outcomes, partner contribution, planning accuracy, and enablement effectiveness. Regularly report progress, trade-offs, and business impact to executive stakeholders.

• Operate as an Executive Partner: Serve as the senior commercial voice within RevOps, translating GTM strategy into a commercial operating agenda, and translating field and partner capability into GTM opportunity.

Execution & Delivery

• Lead Functional Teams: Organize for efficiency, effectiveness and predictability at the intersection of these GTM teams

• Influence Beyond Your Organization: Drive alignment and shared outcomes with peer leaders across Revenue Strategy, Marketing, Finance, and the regional Ops teams. Shape executive-level decisions on GTM priorities, secure cross-functional investment in your roadmap, and resolve trade-offs that span organizational boundaries.

• Own the Planning & Partner Motion: Champion the core commercial rhythms segmentation, territory and quota design, capacity and coverage planning, predictive analysis

• Govern the Commercial Portfolio: Make principled prioritization and investment decisions across the planning, partner, and enablement agenda, balancing growth ambition with operational stability, cost, and long-term scalability.

• Build Enablement That Sticks: Establish the programs, content, and readiness mechanisms that ensure employees and partners are equipped to execute measured not by activity, but by adoption and downstream revenue impact.

What You Bring

Strategic Leadership & GTM Understanding

• 10+ years of progressive experience in revenue operations, sales strategy, partner operations, or commercial enablement, including 5+ years in senior leadership roles managing multiple sub-functions and leaders-of-leaders.

• Proven track record building or transforming a commercial operations, sales strategy, or partner organization in a global B2B SaaS environment, with measurable impact on pipeline, productivity, or revenue outcomes.

• Demonstrated success leading multi-disciplinary teams across strategy, partner operations, and enablement, and creating an operating model that aligns them around shared outcomes.

• Exceptional executive presence and communication skills, with the ability to influence senior GTM, Marketing, Finance, and Partner stakeholders, and to translate commercial strategy into business outcomes.

• Track record of building, developing, and retaining strong functional leaders and specialized individual contributors.

Functional Expertise & Execution

• Deep fluency in the modern GTM motion, including segmentation, territory and quota design, capacity and coverage planning, forecasting, and the commercial cadences that connect them.

• Strong working knowledge of partner and ecosystem operations; partner program design, deal registration, co-sell motions, and the systems that support them.

• Experience operationalizing enablement for internal sellers and partners, moving from content and program design to embedded, adopted, measurable field readiness.

• Strong understanding of the data and reporting foundation required to make commercial planning and partner performance trustworthy at enterprise scale.

• Sound judgment on prioritization, program investment, vendor selection, and total-cost-of-ownership trade-offs across the commercial stack.

Bonus Points

• Hands-on experience designing partner or co-sell programs that materially shifted ecosystem-sourced revenue.

• Familiarity with applying AI to commercial workflows — planning, partner scoring, or enablement delivery in a GTM or enterprise operations context.

• Experience partnering

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