Deal Desk Analyst; EMEA

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.

Deal Desk within Sales Finance provides strategic, cross‑functional and comprehensive assistance to sales contracting and financial compliance, process improvements, and building scalable solutions that help our sales team and leadership make informed decisions, with a focus on streamlining global efforts across the business. We are a distributed team with coverage across all GEOs and collaborate daily with most customer focused functions in the organization (ELT, SLT, Sales, Tech Sales, Product, Legal, Finance).

We also play a significant role in structuring and approving all significant transactions within Elastic, thus helping to craft all future contracts that drive our revenue growth.

• Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance
• Execute against and maintain EMEA geographic Deal Desk support framework
• Provide Deal Desk support for super‑geo Manager
• Enforce and manage approvals for non‑standard deals and effectively collaborate across Sales, Finance, and Legal
• Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts
• Strong presence and communication with the Field
• Execute strategies and manage sales enablement, deal optimization, profitability and strategic positioning initiatives under supervision
• Drive and execute decision reviews, approvals, and cross‑competency coordination (quoting, legal, revenue, etc.)
• Support the global Deal Desk leadership to deliver consistent and exceptional support to our sales organization
• Propose and execute initiatives as part of the long‑term strategy for the Deal Desk team and business
• Maintain a high‑energy, team‑first attitude: motivated to work collaboratively in a fast‑paced, ever‑changing environment
• Deal Management
• Assess financial and revenue risk on non‑standard deals and embed financial/legal compliance
• Propose and incorporate custom terms and legal edits into order forms and contract documents
• Coordinate and manage cross‑departmental approvals outside of standard systematic workflow
• Maintain and update a repository of legal language templates for non‑standard deals for specific offerings
• Enforce revenue recognition policies across all deals
• Support RFP/RFI/Vendor questionnaires and enable the related processes
• Quote to cash: create and manage systematic CRM workflows around Deal Desk sales engagement and revenue team alerting for non‑standard orders
• Conduct due diligence and construct financial and legal requirements for changes in existing offerings and new launches
• Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies
• Apply general experience building IT requirements and enhancements, and project management

• Bachelor’s degree in Finance or a related competency
• At least 5 years of experience in Sales Operations, Channel Operations, Deal Desk, Contract Administration or a related field
• MBA preferred
• Strong attention to detail while multitasking
• Strong communication skills
• Ability to work in a fast‑paced, high‑pressure environment
• High proficiency in MS Office (Excel, Word, PowerPoint) and GSuite, Salesforce (CPQ a plus)
• Experience working in a SaaS or high‑tech company is also a plus
• General experience building IT requirements and enhancements, and project management

Compensation for this role is in the form of base salary. This role does not have a variable…