Program Manager, Revenue Journey Office

Role Description

The Revenue Journey Office (RJO) is part of Global Revenue Operations. It manages the tools and processes for Elastic's revenue journey. This role specifically focuses on managing all pre-pipeline and top-of-funnel prospecting activities by our sales team.

As a Program Manager, you will own and continuously improve key business processes and systems from the Customer Awareness to Opportunity Qualification stages of the revenue journey. You will work with teams from Sales Development, Inside Sales, Mid-Market & Enterprise Sales, Revenue Operations, Marketing/Demand Generation, IT, and Product. Your goal is to develop strategies for and optimize prospecting systems, tools, and processes. Your efforts here will improve our sellers’ productivity, accelerate pipeline generation, and support Elastic's growth.

What You Will Be Doing

• Align the strategy, governance, and continuous improvement of global revenue processes and systems supporting inbound lead qualification, outbound prospecting, and pipeline generation.
• Create standard prospecting journeys in collaboration with your business stakeholders. Define playbooks, success milestones, and health metrics. Establish seamless handoff processes between SDRs, IAEs, and Field Sales to ensure leads convert to opportunities faster.
• Serve as the tool strategy owner for key prospecting systems (e.g. Surfe, ZoomInfo, Sales Navigator, Demandbase), ensuring solid data quality, governance, automation, and user adoption.
• Lead cross-functional initiatives that simplify daily prospecting workflows, reduce manual data entry, and improve the overall user experience for SDRs, IAEs, and AEs.
• Partner with stakeholders across Revenue Operations, Sales Development, Inside Sales, Field Sales, Marketing, IT, and Product to prioritize enhancements, manage change, and drive adoption of new capabilities.
• Establish program governance. Define success metrics (e.g., lead conversion rates, meetings booked, pipeline generated) and reporting that will measure tool adoption, the health of top-of-funnel processes, and overall business impact.
• Evaluate new technologies and vendor capabilities while helping shape the revenue operations roadmap for the pre-pipeline ecosystem.
• Actively identify cross-functional risks to your program and the strategy for your prospecting ecosystem, and work to mitigate those risks.
• Coordinate and collaborate with other RJO program managers to evaluate the impact to the overall Revenue Journey sales ecosystem.

Qualifications

• 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.
• A solid knowledge of the B2B revenue lifecycle is important, with deep expertise in top-of-funnel motions.
• Experience translating business requirements into scalable processes and system-centered solutions while balancing governance with field usability.
• Top-notch analytical and problem-solving skills with experience using data to identify opportunities, measure outcomes, and influence decision-making.
• Outstanding communication, stakeholder management, and executive presentation skills with the ability to build alignment across global organizations.
• Deep experience with Salesforce, as well as sales engagement and prospecting tools (e.g., Outreach, Salesloft, ZoomInfo, Surfe, Lusha, LeanData, Demandbase, 6sense, Gong).
• Skilled with AI-enabled prospecting workflows, global operating models, and modern pipeline generation tactics.
• Experience with enterprise-scale governance is preferred.

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.