Director, International Delivery Management - Professional Services

About this role

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 an exceptional delivery consulting leader — someone who has built and run international delivery organisations, understands how to drive bookings growth and revenue expansion inside complex enterprise accounts, and can operate at the highest levels of client engagement while simultaneously leading and transforming a mid-sized, globally distributed team. You will own the international Delivery Management function across Elastic Professional Services — leading the team, driving the transformation, and acting as the senior client presence on our most strategic engagements. You will be accountable for both the operational health of the delivery organisation and the commercial outcomes it generates: bookings, revenue, and margin across EMEA and APJ. Delivery excellence is your foundation. Commercial growth is your north star. Building the team that industrialises both — and equips it for an AI-enabled future — is your legacy. What You Will Be Doing International Delivery Organisation — EMEA & APJ ▸ Own and lead the international Delivery Management function a team of ~15 Delivery Managers today, distributed across global delivery hubs in EMEA and APJ — with a clear mandate and expectation to scale substantially through 2027 and 2028 as the practice grows and demand accelerates across both regions. ▸ Drive a team transformation — reframing how Delivery Managers operate, shifting from project execution to outcome-led consulting, equipping the team to hold more strategic client conversations and drive greater account value. ▸ Champion and drive the adoption of Fixed Price engagement models leading the organisation through the commercial, contractual, and delivery discipline required to scope, price, and execute fixed-price engagements with confidence, especially with platform migrations — protecting margin while driving predictable, high-quality client outcomes. ▸ Build a dual-mode delivery capability that operates with excellence across two distinct motions: ① Packaged Solutions — fast, repeatable, industrialised delivery of high-value outcome-based offerings at scale — anchored in Fixed Price commercial models. ② Transformative Engagements — large, complex migrations and solution delivery that require senior delivery governance, deep client partnership, and adaptive programme leadership. ▸ Lead the integration of AI into the Delivery Management function identifying and embedding AI-powered tools and practices that improve team productivity, sharpen delivery insight, and — critically — enrich the client experience by enabling more proactive, personalised, and higher-value engagement throughout the delivery lifecycle. ▸ Design and embed delivery standards, frameworks, and tooling — including AI-augmented capabilities — that enable the team to scale both delivery modes without sacrificing quality or client outcomes. ▸ Act as a player-coach — maintaining direct governance oversight on the most complex or at-risk international engagements, intervening and course-correcting where needed. ▸ Build a coaching and development culture within the team — raising the floor on delivery craft and the ceiling on consulting commerciality across every region working closely with the Regional Services Directors, to generate new opportunities on the back of outstanding delivery. Financial Leadership & Commercial Growth ▸ Own financial accountability across the international delivery portfolio driving consulting bookings growth from delivery, maximising revenue realisation from engagements, and actively improving delivery margin through disciplined engagement management, Fixed Price adoption, and commercial rigour. ▸ Grow the consulting footprint within a portfolio of strategic enterprise accounts across EMEA and APJ, driving land-and-expand value outcomes in close partnership with regional Sales organisations. ▸ Build and sustain C-level and VP-level executive relationships that extend beyond the project — becoming the trusted advisor clients return to for their most important decisions. ▸ Develop compelling value narratives that articulate the value of engaging Elastic's consulting services, influencing renewal, expansion, and new commercial commitments. ▸ Partner with Regional Services Directors on pipeline development — acting as a senior consulting delivery voice in pre-sales conversations, solution framing, and commercial structuring including Fixed Price proposals. Cross-Functional & Organisational Impact ▸ Serve as the connective tissue between Consulting, Sales, Customer Success, and Product when driving an engagement — ensuring a unified client experience and shared accountability for outcomes across EMEA and APJ. ▸ Contribute to the evolution of Elastic's delivery consulting go-to-market: methodology design, packaged solution development, delivery model innovation, AI-enabled tooling, and commercial frameworks. ▸ Represent Elastic Professional Services at the senior leadership level — internally and externally — with the credibility and presence to influence how the organisation grows internationally. What You Bring ▸ International enterprise leadership Proven track record building and leading delivery teams across EMEA and/or APJ. You understand how regional culture, client expectations, and hub-based delivery dynamics shape outcomes. ▸ Fixed Price engagement expertise You have designed, sold, and delivered Fixed Price consulting engagements at scale. You understand the scoping rigour, risk management, and delivery discipline required to make this model work — and you have driven its adoption across a delivery organisation. ▸ Financial accountability You have owned a P&L or delivery portfolio with direct accountability for bookings, revenue, and margin — and you have a track record of improving all three. ▸ Dual-mode delivery experience You have designed and operated delivery models that handle both high-velocity repeatable engagements and complex, multi-stakeholder transformations — simultaneously. ▸ AI fluency in a delivery context You have a clear point of view on how AI can transform delivery management and client engagement — and you have practical experience applying AI tools to improve team effectiveness, delivery quality, or customer outcomes. ▸ Commercial acumen You have expanded client accounts, shaped SOWs, and driven revenue growth from within a delivery or consulting organisation. You know how value conversations are won. ▸ Executive presence You are credible at the C-suite level across multiple geographies. You have built relationships that outlast individual projects and turned delivery success into long-term strategic partnership. ▸ People leadership at scale You have led and transformed mid-to-large delivery teams, building coaching cultures that raise performance and commerciality across a distributed, multi-timezone workforce. ▸ 12+ years in management consulting, professional services, or enterprise SaaS delivery leadership — with meaningful time spent in both client-facing growth roles and people/org leadership. Bonus Points ▸ Experience industrialising packaged service offerings — creating repeatable, Fixed Price delivery motions from complex, bespoke prior engagements. ▸ Hands-on experience deploying AI tools within a professional services or consulting delivery environment. ▸ Background spanning pre-sales/solutioning and post-sales delivery — the full consulting lifecycle. ▸ Experience with enterprise SaaS platforms (e.g. Elastic, Salesforce, ServiceNow, Databricks) in a consulting or professional services capacity. ▸ Agile and hybrid delivery framework fluency in complex, multi-stakeholder enterprise environments, but with extensive experience of platform migrations / tools consolidation. ▸ Certifications (PMP, CSM, or equivalent) are valued, though leadership track record and client outcomes matter more. Elastic's Professional Services organisation is at an inflection point internationally. We are scaling a delivery team across EMEA and APJ — with significant headcount growth expected through 2027 and 2028 — building a dual-mode delivery capability, shifting to Fixed Price engagement models, embedding AI into how we deliver and engage clients, and growing a client base that demands senior, outcome-focused leadership. All at once. This role carries real financial weight and a real transformation mandate. You will have the authority to reshape how an international team operates, the commercial platform to build lasting client partnerships across two major regions, and the executive visibility to influence how Elastic goes to market with its consulting capability globally. If you have built delivery organisations, owned the numbers, led through transformation, embraced AI as a genuine force multiplier, and made Fixed Price work where others haven't — and you are looking for a role where all of it matters — this is it. 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 children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • 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 Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co . We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing…