Principal, Marketing Analytics

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. 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. • 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. #LI-JM5 Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below. These ranges represent the lowest to highest salary we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the ranges may be modified in the future. An employee's position within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $159,800—$252,800 USD The typical starting salary range for this role in the select locations listed above is: $191,900—$303,500 USD Additional Information - We Take Care of Our People As a distribut