Manager- Finance and Sales Strategy (Renewals)

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.

We're looking for a Manager to own our renewal base analytics and bookings classification framework. This is a high-impact individual contributor role sitting within GTM FP&A, working at the intersection of finance, revenue operations, and go-to-market strategy.

Responsibilities

• Renewal Base Ownership: 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.
• Bookings Policy & Classification: 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.
• Enterprise FP&A Partnership: 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.
• Systems & Reporting Partnership: Work with the IT and Salesforce engineering teams. Convert the bookings policy and renewal base logic into system rules, workflows, and reports.

Requirements

• 5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS.
• Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design.
• Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning.
• Experience supporting or owning a full annual planning cycle , from GTM target-setting through finance consolidation.
• Ability to work cross-functionally and influence without authority.

Nice to Have

• Experience with Salesforce, Clari, or similar CRM/forecasting tools.
• Prior exposure to compensation planning processes (OTE, quota-setting).
• Background working closely with or embedded within a RevOps function.

Compensation

The typical starting salary range for this role is: $106,900-$169,100 USD. In select locations, an alternate range may apply: $128,200-$202,700 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.