Principal, Marketing Analytics

What Is The Role:

We are looking for a Principal who understands how marketing and sales work collectively to create revenue. You'll be the architect, the builder, and the link between the business and the systems that serve it. You'll learn what decisions leaders face, form a point of view on which systems, tools, and products are worth building or buying, and make the case for it with clear reasoning. You'll also build the data models and analysis that deliver the value.

You'll partner with Marketing, Sales, Revenue Operations, Finance, and Data teams, and you'll mentor senior analysts and engineers.

Your role is to help the business answer where to invest, which accounts to pursue, and what drives revenue.

Roles and Responsibilities:

• Meet with business leaders to understand their problems and decisions. Turn them into analyses, recommended actions, and clear requirements for systems and data.
• Recommend which systems, tools, and products to prioritize, with a clear point of view and the reasoning behind it.
• Build the business case for each investment: expected value, required resources, and total cost of ownership. Present it to leaders and gain agreement.
• Design the overall architecture for marketing and sales measurement, and build the core data models, pipelines, and machine learning datasets, with testing and version control.
• Build models that show how marketing spend and activity convert to pipeline and revenue, and measure the full customer path from first touch to closed deal.
• Define account-based performance measures and apply them with Sales and Marketing.
• Combine attribution, incrementality, and mix modeling into one consistent view of what works.
• Build tools that let marketers ask questions in plain language and get trusted answers.
• Set standards for metric definitions, data quality, and privacy compliance (GDPR/CCPA), and keep them consistent across Sales, Marketing, and systems teams.
• Plan roadmaps and milestones with Data Engineering, Analytics, and IT.
• Mentor senior analysts and engineers.

What You Bring:

• Bachelor's degree or equivalent in a quantitative or technical field, such as Economics, Statistics, Engineering, or Computer Science.
• 10+ years in marketing or GTM analytics at a B2B company.
• Experience designing data and analytics architecture, and recommending which tools and platforms to build, buy, or retire.
• Experience building business cases, including cost, value, and total cost of ownership, and influencing senior leaders to reach agreement.
• A consultative style. You can uncover business pain points and turn them into analysis plans that lead to decisions.
• Funnel economics and performance modeling experience across sales and marketing data.
• Experience with account-based strategy, motions, and frameworks, and with marketing lifecycle and deal lifecycle analytics.
• Proficient presentation skills, with the ability to explain methods, trade-offs, and results to executives and non-technical teams.
• Extensive SQL and dbt (or similar), data modeling, and cloud data warehouse experience, preferably BigQuery.
• Python or R skills, with clean, tested code.
• Hands-on experience with attribution, incrementality testing, and/or marketing mix modeling, plus applied statistics.
• Knowledge of machine learning models, and the ability to help build and use them in production.
• Experience mentoring and developing others.

Bonus Points:

• Experience with Salesforce, Marketo, or similar GTM systems data.
• Experience across PLG, SLG, ABM, and Enterprise sales motions.
• Experience building natural language question-and-answer tools for business data.
• Privacy-first and cookieless measurement experience.

Additional Information - We Take Care of Our People:

• 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

Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds.