Note: The job is a remote job and is open to candidates in USA. Elastic is a search AI company that provides cloud-based solutions for search, security, and observability. The Financial Planning and Analysis Manager will own renewal base analytics and the bookings classification framework, developing forecasts, targets, quotas, and policies. The role partners with finance, revenue operations, sales, IT, and Salesforce engineering to connect go-to-market metrics with enterprise financial planning and reporting.

Responsibilities

• Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning
• Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions
• Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible
• Serve as the primary point of escalation for renewal base discrepancies, investigating and resolving data or methodology issues raised by sales, CS, and finance stakeholders
• Own the framework for how bookings are classified — new, expansion, or renewal — and ensure consistent application across the business
• Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows
• Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise
• Serve as the GTM FP&A owner for renewal-driven revenue, integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting
• Partner with Finance management to translate renewal base performance into P&L implications — connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives
• Support the annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise
• Work with the IT and Salesforce engineering teams. Convert the bookings policy and renewal base logic into system rules, workflows, and reports. You will serve as the business-side Subject Matter Expert (SME). In this role, you will define requirements. You will also ensure that the system operates according to the policy intentions

Skills

• 5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS — you understand how recurring revenue businesses are modeled, planned, and reported at the company level
• Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design
• Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning (operating plan, long-range plan, board materials)
• Experience supporting or owning a full annual planning cycle — from GTM target-setting through finance consolidation
• Ability to work cross-functionally and influence without authority — you'll regularly align stakeholders across sales, finance, and ops
• Clear communicator who can translate nuanced policy decisions into simple, actionable guidance for the field
• High attention to detail and comfort operating in ambiguity, particularly when defining or adjudicating edge cases in policy
• Experience working with IT or technical teams to translate business requirements into CRM reasoning, reports, or workflows
• Experience with Salesforce, Clari, or similar CRM/forecasting tools
• Prior exposure to compensation planning processes (OTE, quota-setting)
• Background working closely with or embedded within a RevOps function

Benefits

• This role is currently eligible to participate in Elastic's stock program.
• A company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
• 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.
• 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.
• Minimum of 16 weeks of parental leave

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