Financial Planning and Analysis Manager-(Renewals)

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.

About the Role:

We're looking for a Manager to own our renewal base analytics and bookings classification framework. This is a high-impact individual contributor role sitting within GTM FP&A, working at the intersection of finance, revenue operations, and go-to-market strategy. You'll bring deep Enterprise Software FP&A expertise to one of the company's most critical functions — renewal base health, multi-year forecasting, and bookings policy — shaping how we plan, compensate, and report on the business.

What You'll Do:

Renewal Base Ownership

Own and maintain the renewal base model, producing reliable multi-year forecasts that inform company-level planning

Set renewal base targets and quotas for annual planning cycles, partnering with Sales, RevOps, and Finance management to align on assumptions

Define renewal base inputs for compensation planning, ensuring quota-setting methodology is consistent and defensible

Serve as the primary point of escalation for renewal base discrepancies, investigating and resolving data or methodology issues raised by sales, CS, and finance stakeholders

Bookings Policy & Classification

Own the framework for how bookings are classified — new, expansion, or renewal — and ensure consistent application across the business

Define and maintain bookings policy, including what constitutes a genuine new workflow versus management of churned accounts or churned workflows

Partner with RevOps to operationalize policy decisions in CRM and reporting systems, and serve as the subject matter expert when edge cases arise

Enterprise FP&A Partnership

Serve as the GTM FP&A owner for renewal-driven revenue, integrating renewal base forecasts into broader company operating plans, long-range models, and board-level reporting

Partner with Finance management to translate renewal base performance into P&L implications — connecting ARR trends, net retention, and bookings mix to revenue recognition and growth narratives

Support the annual planning and reforecasting cycles with structured scenario analysis, bridging GTM assumptions to financial outcomes across the enterprise

Systems & Reporting Partnership

Work with the IT and Salesforce engineering teams. Convert the bookings policy and renewal base logic into system rules, workflows, and reports. You will serve as the business-side Subject Matter Expert (SME). In this role, you will define requirements. You will also ensure that the system operates according to the policy intentions.

What You Bring:

5–7 years of FP&A experience, with meaningful time spent in Enterprise Software or SaaS — you understand how recurring revenue businesses are modeled, planned, and reported at the company level

Deep knowledge with ARR/renewal mechanics, bookings definitions, and how they interact with quota and compensation design

Proven ability to build and maintain complex financial models, and to connect GTM metrics to enterprise-level financial planning (operating plan, long-range plan, board materials)

Experience supporting or owning a full annual planning cycle — from GTM target-setting through finance consolidation

Ability to work cross-functionally and influence without authority — you'll regularly align stakeholders across sales, finance, and ops

Clear communicator who can translate nuanced policy decisions into simple