Demand Manager

Department: Sales - EMEA - Management and Support

Are you ready to accelerate your career at Elastic, the Search AI company?

The Demand Manager owns pipeline health, growth, and motion for their territory within International General Business. This is a dual-responsibility role: part pipeline strategist, part execution lead. The Demand Manager diagnoses where pipeline is thin, ageing, or poorly qualified, and then personally runs the activities that fix it, from structural interlocks with Sales and Marketing to hands-on activation programs like blitz days and partner sprint weeks.

The role sits at the intersection of Sales, Sales Development, Marketing, and Partner teams. Success means the territory never operates on hope. Every quarter runs on a foundation of qualified pipeline, actionable data, and coordinated execution.

We've built a collaborative workspace in Barcelona where teamwork, continuous learning, and career development are at the heart of everything we do. We believe that drive, curiosity, and coachability are the foundations of long-term success. If you're eager to learn, embrace feedback, and make an impact, we'd love to meet you.

What You Will Do

1. Pipeline Health: Own the quality and integrity of the territory's pipeline.

• Establish recurring interlocks with Sales Managers, Marketing, Sales Development, and Partner teams; agree quarterly priorities and success criteria early
• Run quarterly deal clinics to unblock deal progression and requalify live pipeline against current product packaging
• Anticipate coverage gaps 2-4 quarters ahead using velocity, intent, and conversion data, rather than reacting once a gap is visible
• Audit the marketing-to-sales handoff continuously; identify friction points and refine the process to maximize Stage 0 → Stage 1 conversion
• Meet regularly with SDR/Sales managers to distinguish low-quality leads from low-quality outreach, and adjust targeting or talk tracks accordingly
• Monitor channel mix each quarter; flag net-new logo opportunities in later stages that lack partner involvement and offer partner engagement support
• Actively reduce stalled and untouched opportunities through coordination with Sales, Marketing, and the SDR teams
• Reinforce data privacy and protection compliance across all pipeline and campaign activity

2. Pipeline Growth: Steer planning and marketing investment into qualified demand.

• Treat the sales planning system as the single source of truth for territory planning; encourage use of account planning and whitespace tools
• Align with Marketing and Product Marketing so sales plays are relevant and accessible for General Business, and translate core product value propositions (Search, Observability, Security) into simple, high-impact outbound scripts
• Operationalize the marketing mix: turn field events, webinars, and channel activities into ready-to-call plays complete with follow-up sequences, target lists, and talk tracks, not just a heads-up that something happened
• Use intent and signal data to identify high-intent accounts and direct targeted outreach to priority accounts
• Act as execution lead for co-selling campaigns with strategic cloud partners (AWS, Microsoft Azure, Google Cloud), designing joint activation programs and integrating partner-sourced leads into the outbound rhythm
• Design, launch, and personally lead high-energy activation programs (blitz days, call-out days, sprint weeks), setting structure and incentives and coaching in real time
• Build playbooks that scale winning tactics across other International hubs, and coach SDR/Sales teams on messaging, personalization, and call rhythm discipline

3. Pipeline Motion: Keep the pipeline moving at a healthy pace, and guide how it should move.

• Hold leads awaiting action to a target of under 5 days; include ageing in regular territory reviews and drive rep-level enablement where it persists
• Monitor slipped and discontinued/lost opportunities each quarter, tracking trends by value, volume, and solution area
• Push for accurate, early qualification rather than late-stage clean-up
• Prioritize discontinuation of opportunities ageing beyond 180 days or stalled/untouched for extended periods; discourage artificial forward movement that inflates coverage without substance
• Ensure late-stage opportunities reflect correct channel engagement, and feed routing insights back to the Lead Routing forum monthly

4. Collaboration & Governance (The Influencer)

• Cross-Functional Enablement: Build playbooks and templates that scale winning demand tactics across Intl hubs.
• Sales Play Coaching: Guide SDR/ Sales teams on execution excellence through structured messaging, personalization, and call rhythm discipline.
• Cultural Catalyst: Drive the "spirit of the hunt." You will be responsible for creating a culture of healthy competition and accountability, using incentives and gamification to keep energy levels high and results consistent.

What You Bring

• Proven track record in a similar role with at least 4+ years of experience in that role
• Strategic Storyteller: Connects top-of-funnel campaigns with bottom-line outcomes through data and narrative. You possess a mix of strategic thinking and "on-the-floor" energy. You can connect high-level campaigns with the daily grind of an SDR/Sales to drive bottom-line outcomes.
• Data Fluent: Comfortable navigating metrics in Salesforce, Clari, or Tableau to identify the “why” behind the “what.”
• Collaborative Authority: Influences cross-functional teams without direct reporting lines.
• Customer-Driven Marketer: Crafts compelling messaging based on persona pain points and vertical plays.
• Systems-Oriented: Experienced in Salesforce, Outreach, Demandbase, and other ABM tools.
• Experimentation Mindset: Operates with a test-learn-scale approach to campaigns and sequences.
• Persona-First Messaging: You can take a technical Elastic Core product update and simplify it into a "door-opening" talk track that speaks directly to C-level or practitioner pain
• Blitz Mentality: You thrive in high-pressure, high-velocity environments and have a natural instinct for when to pivot a campaign based on real-time rejection or success. Points.
• Currently located in Spain, preferably Barcelona