What is The Role:

As the Manager, Sales Development, you will lead, coach, and scale a high-performing team of 8 Sales Development Representatives (SDRs).

You will partner closely with Sales Leadership, Marketing, and Partners to ensure your team uncovers high-value pipeline within top-tier enterprise accounts. This role requires an analytical, hyper-organized, and operationally sound leader who thrives on building teams, driving quota accountability, and navigating complex product ecosystems.

This is a hybrid role based in our Austin, TX hub (3 days per week in-office) focused on team collaboration, coaching, and strategy alignment.
What You Will Do:

• Team Leadership & Performance Management: Direct-manage a team of 8 SDRs. Inspire, coach, and hold the team accountable to performance expectations, pipeline conversion metrics, and overall quota attainment.
• Coaching & Skill Development: Conduct regular 1:1s and call reviews to elevate team messaging around complex technical solutions (Search, Observability, Security, and AI).
• Team Building & Scaling: Recruit, hire, onboard, and develop top-tier talent. Build onboarding programs from the ground up to shorten ramp times and prepare SDRs for promotion into Account Executive and go-to-market roles.
• Operational & Analytical Excellence: Establish data-driven operational cadences. Track team KPIs, pipeline health, conversion rates, and account coverage to optimize resource allocation and accurately forecast pipeline creation.
• Account Mapping & Execution: Partner with Leadership to design unified outbound account-based strategies across key buying centers and high-value target accounts.
• Process & Playbook Development: Continuously refine SDR playbooks, multi-channel cadences, AI-driven workflows, and tech stack utilization (Salesforce, Outreach, LinkedIn Sales Navigator, Demandbase, ZoomInfo).
• Partner-Led Alignment: Integrate ecosystem partners (GSIs, hyperscalers/cloud providers) into SDR prospecting motions to unlock new account entry points.
• Performance Management: Drive a high-performance culture with clear metrics, actionable feedback, and proactive performance management plans when required.

What You Bring:

• SDR Management Experience: 2+ years of direct people management experience specifically leading Sales Development Representatives.
• Proven Attainment Track Record: Proven history of consistently achieving or exceeding team quota, meeting metrics, and pipeline generation targets.
• Ground-Up Building & Performance Management: Hands-on experience building, scaling, and structuring SDR teams, including running end-to-end recruitment, onboarding, and performance management.
• Technical Depth: Demonstrated ability to understand and communicate complex, highly technical products (e.g., Data, Cloud Infrastructure, Cybersecurity, Observability, Search, or AI).
• Operational & Analytical Mindset: Strong data fluency-ability to analyze pipeline metrics, run performance forecasting, identify conversion bottlenecks, and implement operational fixes.
• Enterprise Outbound Expertise: Deep understanding of strategic account-based sales methodologies, executive persona mapping, and multi-channel outreach.
• Sales Tech & AI Literacy: Proficiency with modern sales tools (Salesforce, Outreach, LinkedIn Sales Navigator, ZoomInfo, Demandbase) and leverage of AI tools to increase team efficiency.
• In-Office Availability: Located in or willing to commute to our Austin, TX hub 3 days per week.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future.

An employee's position within the OTE 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.

The typical starting salary range for this role is:

$89,600-$141,700 USD

The typical starting Target Variable range for this role is:

$38,400-$60,700 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$128,000-$202,400 USD

Additional Information - We Take Care of Our People

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