How would you describe the compensation structure for sales positions at Elastic?

Question

Accepted Answer

Comp plans are in fact very heavily focused on selling cloud solutions. 80% of customer base is on-prem and not interested in moving to cloud solution, which forces them to upgrade their version, which is time consumptive and costly. The company sells cloud via a consumption model, customers pay for what they use and can shift their spend each month, which has downside to achieving high quotas in cloud sales and compensation.  Leadership is in flux, CSO just resigned.

Answer

Sellers are heavily incentivized to sell Cloud and to do multi year deals.  Both are difficult for different reasons.  Too many on prem customers are resisting the change and in this macro environment, too may customers are hesitant to lock in for too long.

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Anonymous Q&A

How would you describe the compensation structure for sales positions at Elastic?