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 precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
The Lead Management Operations team plays a key role within Marketing Operations, building the systems, insights, and processes that support scalable, data-driven growth. Our mission is to bring clarity, consistency, and connection to every stage of the buyer journey — helping go-to-market teams work faster, collaborate better, and measure success with confidence.
As the Senior Manager of Lead Management Operations, you will drive the strategy and execution that define how Elastic captures, qualifies, and activates demand across the buyer journey. You’ll lead initiatives that advance Buying Group intelligence, optimize lead lifecycle design, and strengthen the integration between Marketing, Sales, and Data systems. Through close collaboration with partners in Sales, IT, and Analytics, you’ll shape the frameworks, data models, and automation logic that make Elastic’s marketing engine intelligent, efficient, and future-ready.
What You Will Be Doing- Lead cross-functional transformation of Elastic’s lead management ecosystem — from inquiry to opportunity — ensuring operational alignment between Marketing, Sales, and IT.
- Drive the implementation of Buying Group frameworks, enabling multi-contact attribution, role-based scoring, and intelligent engagement models across target accounts.
- Define and implement scalable lead flow architecture, including automation logic, MQL/SAL criteria, and global alignment on lifecycle definitions.
- Oversee campaign and lead performance, improving conversion rates, data hygiene, and funnel visibility across systems.
- Partner with Analytics and Marketing architecture to enhance lead and contact data models, enrichment logic, and integration accuracy between Salesforce, Marketo, and data warehouses.
- Develop governance and documentation standards for process design, change management, and cross-functional alignment.
- Champion operational readiness and enablement, equipping global teams with clarity on processes, SLAs, and reporting frameworks.
- Mentor and grow a high-performing team, fostering a culture of accountability, curiosity, and continuous improvement.
- 9+ years of experience in Marketing or Sales Operations, with at least 4+ years in a leadership or management role.
- Deep expertise in lead lifecycle management, Buying Group/Buying Committee models, and funnel optimization.
- Hands-on knowledge of Marketo, Salesforce, and related Martech ecosystems (e.g., Demandbase, LeanData, or equivalent).
- Proven success designing and scaling global operational frameworks that connect data, systems, and people.
- Strong background in cross-functional leadership, guiding teams through complex, multi-stakeholder projects.
- Dedication to thoroughness and effective execution, with a strong ability to take accountability for outcomes.
- Strong interpersonal and communication skills with the ability to adjust the level of detail depending on the audience.
- Data-driven decision-making, including using available data or establishing new processes to gather necessary information for informed decisions.
- Comfortable working on a fully distributed team
Compensation for this role is in the form of base salary. This role does not have a variable compensation component.
The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.
These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future.
An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
- 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
Different people approach problems differently. We need that. 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 [email protected]. We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
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