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
Team Leadership & Performance Management: Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment.
Coaching & Skill Development: Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI).
Team Building & Scaling: Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles.
Operational & Analytical Excellence: Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation.
Account Mapping & Execution: Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts.
Process & Playbook Development: Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo).
What they're looking for
- Partner-Led Alignment: Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points.
- Performance Management: Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required.
- SDR Management Experience: 2+ years of direct people management experience specifically leading Sales Development Representatives.
- Proven Attainment Track Record: Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets.
