SDR Manager (Federal) - Arlington, VA

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 Elastic is looking for a passionate and energetic Sales Development Manager (Federal) to lead the hiring, enablement and coaching of our Federal Sales Development Representatives. The Sales Development Representatives (SDRs) play a critical role in the company’s success by developing the top of the sales funnel. The Elastic SDR Team is made up of an incredible group of smart, creative, passionate professionals who work hard to help users successfully navigate their Elastic journey and to generate new business opportunities for the Sales Team. Importantly, the SDRs are honing their skills to become the future leaders of the company. This is where you come in. What You Will Be Doing - You are a coach at heart. You enjoy building and enabling successful teams through a clear vision, structure and strategy. You are known for being able to create a thriving team culture based on a shared set of values and appropriately designed incentives. You are focused on process and best practices but are not a micromanager of your team members. In addition, you have the following attributes: - Ability to clearly communicate with and influence upper management to secure resources - Creative mindset in thinking about driving rep productivity and pipeline growth - Desire and ability to operate and thrive in an entrepreneurial, self-starting environment - Self-disciplined with the ability to effectively prioritize and handle a variety of high-visibility, high-impact initiatives - Help identify, hire and coach top talent - Work with the Sales Strategy and Operations Team to help define strategy and processes to improve productivity and scale growth of team - Work with Marketing to ensure quality generation, education and nurturing of leads - Work closely with Sales Executives to ensure enough quality pipeline to help meet monthly revenue targets - Motivate team with creative incentives and inspire through a shared vision and values - Regularly report on key individual and team metrics to identify strengths and area for improvement What You Bring - 2+ years of directly managing Sales Development Representatives - (Preferred): Experience selling into the federal government - Proven success in driving pipeline through inbound and outbound prospecting strategies - Ability to commute to our Arlington, VA office 3 days a week. This is not a fully remote position. Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future. An employee's position within the OTE 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: $89,600—$141,700 USD The typical starting Target Variable range for this role is: $38,400—$60,700 USD The typical starting On-Target Earnings (OTE) range for this role is: $128,000—$202,400 USD Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your chil