Program Manager, Revenue Journey Office

Description:

• Own and continuously improve business processes and systems across the Customer Awareness to Opportunity Qualification stages of the revenue journey.
• Align strategy, governance, and continuous improvement for global revenue processes supporting inbound lead qualification, outbound prospecting, and pipeline generation.
• Create standard prospecting journeys with business stakeholders, including playbooks, success milestones, and health metrics.
• Establish seamless handoff processes between SDRs, IAEs, and Field Sales to accelerate lead-to-opportunity conversion.
• Serve as the tool strategy owner for key prospecting systems such as Surfe, ZoomInfo, Sales Navigator, and Demandbase.
• Lead cross-functional initiatives that simplify prospecting workflows, reduce manual data entry, and improve user experience for sellers.
• Partner with Revenue Operations, Sales Development, Inside Sales, Field Sales, Marketing, IT, and Product to prioritize enhancements and drive adoption.
• Establish program governance, including success metrics and reporting for tool adoption and top-of-funnel health.
• Evaluate new technologies and vendor capabilities and help shape the revenue operations roadmap for the pre-pipeline ecosystem.
• Identify and mitigate cross-functional risks to the program and prospecting strategy.

Requirements:

• 5–8 years of program management, revenue operations, sales operations, or business transformation experience in a high-growth B2B SaaS environment.
• Proven success leading large initiatives involving cross-functional teams, business processes, systems, and organizational change.
• Strong knowledge of the B2B revenue lifecycle with deep expertise in top-of-funnel motions.
• Experience managing inbound and outbound prospecting strategies and understanding SDR/IAE/AE productivity metrics.
• Experience translating business requirements into scalable processes and system-centered solutions.
• Strong analytical and problem-solving skills with experience using data to identify opportunities, measure outcomes, and influence decisions.
• Excellent communication, stakeholder management, and executive presentation skills.
• Deep experience with Salesforce and sales engagement/prospecting tools such as Outreach, Salesloft, ZoomInfo, Surfe, Lusha, LeanData, Demandbase, 6sense, and Gong.
• Experience with AI-enabled prospecting workflows, global operating models, and modern pipeline generation tactics.
• Experience with enterprise-scale governance is preferred.

Benefits:

• Base salary compensation with no variable compensation component.
• Typical starting salary range of $113,100–$178,900 USD.
• Typical starting salary range of $135,900–$215,100 USD in select locations including Seattle, Los Angeles, the San Francisco Bay Area, and the New York City Metro Area.
• Eligibility to participate in Elastic’s stock program.
• Company-matched 401(k) with dollar-for-dollar matching up to 6% of eligible earnings.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous number of vacation days each year.
• Up to 40 hours each year for volunteer projects.
• Minimum of 16 weeks of parental leave.