Role Description Are you a cross-functional program leader who thrives at the intersection of strategy, operations, and GTM execution? If so, invite you to join us at Elastic as a Senior Program Manager, Revenue Operations! As a member of our team, you will lead our programs of work that span across Field Engineering and Support organizations. Where our Senior Analysts are embedded partners to their respective collaborators, you are the connective tissue: the person who defines how we work, not just within a single team, but across all of them. The Senior Program Manager will design and drive the operational standards, execution models, and planning rhythms that enable consistent, high-quality GTM execution at scale - and for ensuring that what works in one org finds its way into the others. What you will be doing - Own the design and delivery of programs that cut across Field Engineering and Support, including annual planning, execution model development, and operational rhythm standardization. - Serve as the primary owner of our canonical operating models: how we run QBRs, how we structure planning cycles, how we build feature adoption plays, how we define and communicate execution norms across geos. - Coordinate fiscal year planning activities across both organizations, including headcount & allocation, quota setting, territory carve, and roll-out. - Define the standard for how our internal customers operate - the rhythms, templates, and frameworks that Senior Analysts then localize for their specific org and geo. - Build the feedback loop that ensures geo-specific nuance helps shape the standard rather than accumulate as silent workarounds. - Partner with FE and Support management to identify gaps between how teams are operating today and how they should be operating, then design solutions that close those gaps durably. - Identify cross-functional processes that are ripe for automation, and partner with Senior Analysts and systems teams to build solutions that reduce execution burden across the team. - As automation creates capacity, redirect that capacity toward higher-order critical initiatives - act as a key voice in deciding where the team should spend its time. - Establish repeatable communication, documentation, and training protocols that drive successful adoption of new processes, tools, and operating models. - Collaborate with Sales Operations, IT, Finance, and Business Systems to identify dependencies and build comprehensive solutions. Qualifications - 5+ years in Program Management, Revenue Operations, or GTM Strategy & Operations in a B2B SaaS organization. - Proven experience running cross-functional programs that span multiple organizations. - Direct exposure to Field Engineering, Solutions Architecture, Customer Engineering, Technical Sales, or Support organizations. - Systems-level thinker: able to identify how a change in one part of an operating model creates downstream effects elsewhere. - Highly organized, analytical, and data-driven; comfortable in SQL, G-Sheets, and Salesforce — able to build the analysis that supports the program. - Top-notch communicator, able to transition fluently between working sessions with senior leaders and detailed execution conversations with analysts and ICs. - Comfortable operating with ambiguity, proactively structuring abstract problems to drive it to a concrete outcome. - BS/BA in Business, Finance, Operations, or equivalent experience. 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 a minimum of 16 weeks of parental leave.

• Drive the roadmap for meter data management end to end • Define high-value MVPs, validate correctness against real reads • Translate metering, MDM, and billing expertise into clear specs • Collaborate with engineering and design to release production-ready features • Set KPIs and manage dependencies across the Revenue platform • Take on new areas of ownership as priorities evolve

• Own, drive and shape the revenue engine product strategy and roadmap, which includes increasing payment success rates, unlocking new promotional capabilities, and preventing fraud and abuse. • Analyze payment trends and processing drop-off points to identify growth and retention opportunities • Design and run A/B tests across payment and promotional touchpoints on web and app surfaces • Establish clear intake, prioritization, and decision frameworks for stakeholder requests, ensuring transparency and consistency across teams. • Lead the Revenue Engine Engineering squad to rapidly ship and iterate on improvements that meet team and company goals • Work closely with Growth Marketing, Business Operations, Legal, Infrastructure, Security, and Shopper Experience teams to align platform innovations with company goals • Drive execution on key product levers that drive growth and engagement for the overall ecosystem through cross-organizational partnership • Write clear, efficient product specs and collect data on what works and what doesn’t • Drive clear outcome metrics (e.g. payment success rates, conversion, early retention, promo abuse rate, etc) • Surface insights and learnings regularly with key stakeholders and executive leadership

• Define, own, and maintain the multi-quarter internal product roadmap for QTC and Finance Systems, covering Salesforce CPQ, Zuora Billing, Zuora Revenue, NetSuite, and the CDot metering platform. • Translate business strategy from Finance, Revenue Operations, Deal Desk, and Sales into sequenced, prioritized system capabilities with clear outcomes and success metrics. • Balance competing program demands—stabilization, net-new capability delivery, and technical debt reduction—with transparent trade-off frameworks. • Drive quarterly and annual planning ceremonies, partnering with Engineering Managers and Business Systems Analysts to align capacity with roadmap commitments. • Serve as the primary internal product voice for all QTC and Finance Systems initiatives, partnering closely with Finance, Accounting, Revenue Operations, Deal Desk, and Legal. • Lead discovery, requirements workshops, and business process design sessions to translate complex financial and commercial requirements into actionable system specifications. • Own the decision layer between 'what the business needs' and 'what engineering builds,' resolving ambiguity with structured frameworks and documented decisions. • Navigate cross-functional stakeholder dynamics including SOX compliance, audit controls, and revenue recognition governance (ASC 606/IFRS 15). • Act as a product craft mentor and senior thought partner for the BSA team, actively upskilling analysts in product thinking, requirements structuring, acceptance criteria definition, and roadmap communication. • Model and instill product management best practices—user story writing, prioritization frameworks (e.g., RICE, MoSCoW), sprint review discipline, and outcome tracking—across the team. • Partner with leadership to evolve the operating model of the team from project-execution-focused to product-thinking-led, raising the bar for how ETA delivers business value. • Provide structured feedback and growth coaching to BSAs on career development, helping analysts grow toward senior and lead levels. • Lead product strategy for major multi-quarter programs (e.g., consumption-based billing iterations, CLM/Order Forms, Zuora Product Catalog refactors, ERP optimization) from discovery through go-live. • Define and maintain program-level dependency maps across concurrent workstreams, surfacing risks early and driving cross-team resolution. • Own UAT strategy and acceptance criteria in collaboration with BSAs, ensuring system changes meet business requirements before production release. • Support post-launch stabilization and continuous improvement cycles, prioritizing defect resolution and incremental enhancements based on business impact. • Partner with Enterprise Architects and Engineering Managers to evaluate build-vs-buy-vs-configure decisions for new capabilities. • Bring informed opinions on QTC platform architecture trade-offs (e.g., billing model design, middleware integration patterns, revenue recognition rule configuration) based on deep domain knowledge. • Stay current on platform roadmaps for Salesforce, Zuora, and NetSuite, identifying opportunities to leverage native capabilities before custom builds.