[Hiring] Revenue Operations Lead @Ema

Role Description

Ema sells through two motions that behave very differently, and today they share one pipeline, one CRM, and one forecast.

• Direct enterprise: Field Account Executives landing Fortune 2000 logos at $250K+ initial contract value and expanding past $500K, into buying committees that include IT, security, data governance, and procurement.
• Partner-led: Global systems integrators and ISVs, including Teleperformance, PwC, Wipro, NTT Data, Hitachi, KPMG, Atos, ADP, Microsoft, and Google, who deploy Ema's Frontier Apps to their own clients. In some cases, the partner embeds Ema inside their own product and owns the end-client relationship entirely.

Those two motions require different definitions, different attribution rules, and different quota treatment. Building that distinction — and the systems, reporting, and compensation logic that sit on top of it — is the core of this role.

This is the first dedicated Revenue Operations hire supporting the US go-to-market organization. You will be building the function, not maintaining one.

Qualifications

• 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company, with experience supporting deals in the $250K–$1M+ range.
• Demonstrated build experience.
• Hands-on SQL.
• Strong spreadsheet modeling skills.
• CRM depth at administrator or architect level in HubSpot or Salesforce.
• Partner or channel operations exposure.
• Forecasting and compensation ownership.
• Commercial judgment.
• Comfort operating without supporting infrastructure.

Requirements

• Own the weekly forecast process and cadence across direct and partner motions, and report forecast accuracy against commit.
• Define and enforce opportunity stage definitions with entry and exit criteria configured in the CRM rather than documented in a slide.
• Instrument CUPMEDDPIC Ema's qualification methodology as required, inspectable fields tied to stage progression.
• Maintain pipeline coverage, conversion, velocity, and stage-aging analysis by segment, motion, rep, and vertical.
• Run pipeline hygiene and inspection routines, and surface at-risk and stalled opportunities before they reach the forecast call.
• Build and own the attribution model that distinguishes partner-sourced, partner-influenced, and partner-delivered revenue.
• Design and administer deal registration, including registration windows, approval logic, and expiry.
• Establish channel conflict and account overlap rules, and arbitrate disputes between direct and partner teams.
• Define revenue treatment and reporting for OEM and embedded arrangements, including revenue share and end-customer visibility.
• Design territories and account coverage across direct and partner-facing seats.
• Build the capacity and quota model, including ramp assumptions, and support annual and mid-year planning.
• Design and administer variable compensation plans — accelerators, multipliers, partner-sourced credit, and split credit between an Account Executive and a Partner Manager on the same opportunity.
• Own commission calculation accuracy and the dispute process, partnering with Finance and People Operations.
• Own the go-to-market technology stack end to end — CRM (HubSpot), reporting and warehouse layer (Metabase), enrichment, and sales engagement tooling.
• Own the CRM data model: objects, properties, validation rules, required fields, permissions, and workflow automation.
• Establish data governance and hygiene standards — deduplication, account hierarchy, domain matching, and currency normalization.
• Support pricing and packaging across a complex surface: seat-based, consumption, embedded and OEM, on-premise and air-gapped deployments, and multi-year enterprise agreements.
• Own the approval matrix, discount governance, and non-standard terms review.
• Reduce cycle time through the paper process — MSA redlines, DPA, security questionnaires, vendor onboarding, and purchase order issuance.
• Own the closed-won handoff data contract between Sales, ETS (pre-sales), and CVE (post-sales delivery).
• Build reporting on win and loss rates by competitor and motion, ramp curves, cycle time with and without a partner in the deal, customer acquisition cost by channel, and expansion signal from live deployments.
• Deliver the go-to-market inputs for board and investor reporting in partnership with Finance.
• Retire reporting that does not change a decision.

Benefits

• Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience.
• Certain roles may be eligible for variable compensation, equity, and benefits.

Company Description

Ema is building the world’s leading Agentic AI platform to transform enterprise productivity. We enable organizations to delegate repetitive tasks to Ema, the Universal AI Employee, delivering 10x gains in workforce efficiency, across functions.

Founded by former executives from Google, Coinbase, Flipkart, and Okta, our team includes engineers from premier tech companies and graduates of Stanford, MIT, UC Berkeley, CMU, and IITs.

We are backed by industry-leading investors including Accel, Naspers/Prosus, Section32, and angels like Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley and with offices in London, Bangalore, and Vancouver, Ema is at the frontier of what Agentic AI can do in production.