Demand Manager

About the role

<div class="content-intro"><p>Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.</p></div><p>Are you ready to accelerate your career at <strong>Elastic, the Search AI company</strong>?</p> <p>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.</p> <p>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.</p> <p>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.</p> <h2>What You Will Do</h2> <p>1. Pipeline Health: Own the quality and integrity of the territory's pipeline.</p> <ul> <li>Establish recurring interlocks with Sales Managers, Marketing, Sales Development, and Partner teams; agree quarterly priorities and success criteria early</li> <li>Run quarterly deal clinics to unblock deal progression and requalify live pipeline against current product packaging</li> <li>Anticipate coverage gaps 2-4 quarters ahead using velocity, intent, and conversion data, rather than reacting once a gap is visible</li> <li>Audit the marketing-to-sales handoff continuously; identify friction points and refine the process to maximize Stage 0 → Stage 1 conversion</li> <li>Meet regularly with SDR/Sales managers to distinguish low-quality leads from low-quality outreach, and adjust targeting or talk tracks accordingly</li> <li>Monitor channel mix each quarter; flag net-new logo opportunities in later stages that lack partner involvement and offer partner engagement support</li> <li>Actively reduce stalled and untouched opportunities through coordination with Sales, Marketing, and the SDR teams</li> <li>Reinforce data privacy and protection compliance across all pipeline and campaign activity</li> </ul> <p>2. Pipeline Growth: Steer planning and marketing investment into qualified demand.</p> <ul> <li>Treat the sales planning system as the single source of truth for territory planning; encourage use of account planning and whitespace tools</li> <li>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</li> <li>Operationalize the marketing mix: turn field events, webinars, and channel activities into ready-to-call plays complete with follow-up sequences, target