• Lead and execute the regional sales plan to achieve sales, revenue, and profitability targets • Manage, coach, and develop a high-performing sales team, fostering accountability, engagement, and professional growth • Effectively activate and execute large, complex contracts across Distribution and Non-Commercial segments • Partner cross-functionally with Sales Planning, Business Partnering, Marketing, Customer Service, and other internal teams to align priorities and deliver integrated customer plans • Oversee regional forecasting, sales activity metrics, pipeline management, and performance reporting • Develop and maintain strong, strategic relationships with distributors, commercial and non-commercial operators, and channel partners • Identify growth opportunities, assess risks, and adjust plans to drive consistent results • Ensure effective planning and utilization of trade spend to maximize return on investment and to analyze, assess, and manage pricing decisions • Serve as a people manager with responsibility for the overall development, direction, coordination, and evaluation of the regional sales team, including hiring, training, performance management, coaching, and employee relations

Role Description Elastic is searching for a Sr Regional Sales Manager to lead and expand the business and drive strategy within our General Business segment. As we continue on our exciting journey as a high-growth software organization. Regional Sales Managers are focused on growing revenue through new customer acquisition, meeting and exceeding all sales targets and performance metrics. This is a highly-visible and cross-functional role where you’ll inspire others and lead by example. Are you an accomplished Sales Leader, having managed successful Account Executives in a dynamic market? Are you ready to roll up your sleeves, help users tackle their hardest problems through the power of search, and build an amazing team? If so, we’d love to hear from you! What You Will Be Doing - Developing comprehensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape - Ensuring the attainment of assigned sales quotas by ‘leading from the front and driving Elastic’s sales methodology - Actively foster an environment of teamwork, transparency, creativity, and continuous improvement. - Establish and maintain collaborative relationships with representatives of the Open Source community and partner ecosystems - Assist in deal creation and closure, as well as meet any managerial needs and provide support to your team as required. - Partnering across Elastic’s leadership community to ensure a seamless customer experience Qualifications - Consistent track record of leading teams to exceed quotas and objectives within a fast-paced and technical client acquisition-driven business - Strong SaaS sales leadership - Executive-level relationships with key accounts - Ability to operate in an entrepreneurial environment - Experience in scaling a high-velocity sales function Bonus Points - Experience working within an Open Source model Compensation Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 60/40 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is: - $226,500 — $358,300 USD The typical starting salary range for this role is: - $135,900 — $215,100 USD The typical starting Target Variable range for this role is: - $90,600 — $143,300 USD Benefits - Competitive pay based on the work you do here and not your previous salary - Health coverage for you and your family in many locations - Ability to craft your calendar with flexible locations and schedules for many roles - Generous number of vacation days each year - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service - Up to 40 hours each year to use toward volunteer projects you love - Embracing parenthood with minimum of 16 weeks of parental leave Additional Information Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co.

• Develop and close new business with B2B buyers across office supply, print, packaging, and adjacent verticals. • Build and maintain relationships with key accounts and distribution partners. • Collaborate with the CRO to set revenue targets and own your number. • Provide strategic leadership, coaching, and performance management for a sales team with varying levels of tenure and experience to achieve collective revenue targets. • Run regular pipeline reviews, support deal strategy, and help the team evolve their approach alongside new tools and tactics. • Foster a culture that respects deep industry knowledge while embracing new ways of working. • Own the full buildout and operation of Apollo.io - sequences, targeting, list strategy, inbox management, and deliverability. • Use AI tools to identify, prioritize, and personalize outreach at scale. • Define lead scoring, segmentation, and ICP criteria for our core product lines. • Track, measure, and iterate relentlessly - open rates, reply rates, conversion rates, pipeline contribution. • Stay current on AI sales tools and bring forward recommendations for what we should adopt next.

• Conduct structured, solution-oriented sales calls with qualified business owners. • Lead conversations that guide prospects to clear and confident buying decisions. • Disqualify quickly and respectfully when a lead is not the right fit. • Follow up consistently and professionally with prospects. • Call warm leads who haven’t booked appointments. • Re-engage unconverted prospects and maintain momentum during slow periods. • Track CRM activity, sales numbers, and KPIs with accuracy. • Collaborate directly with the founder to optimise messaging and client fit. • Continuously improve through reviewing past calls, training, and number analysis.