The opportunity
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…
What you'll do
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
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
What they're looking for
- Partner with RevOps to operationalize policy decisions in CRM and reporting: systems, and serve as the subject matter expert when edge cases arise
- 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
