Revenue Operations Lead

ABOUT EMA Ema builds AI Employees for HR, IT and Finance. Our AI Employees take on the busy work across the employee experience, from recruiting, onboarding and benefits to IT support, invoice processing and payroll, so people can spend their time on work that needs them. 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, Creaegis, 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. We ship real systems that run real business processes at scale. ABOUT THE ROLE 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. WHAT YOU WILL OWN Forecasting and pipeline management - 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. Partner and channel revenue operations - Build and own the attribution model that distinguishes partner-sourced, partner-influenced, and partner-delivered revenue, with written definitions the finance organization will sign off on. - 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. - Report partner-sourced pipeline and bookings as a first-class metric alongside direct. Territory, quota, and compensation - 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. GTM systems and data - Own the go-to-market technology stack end to end — CRM (HubSpot), reporting and warehouse layer (Metabase), enrichment, and sales engagement tooling — including administration, integrations, and roadmap. - 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. - Own the pipeline from CRM into the warehouse so that reporting is a single query rather than four exports. Deal desk and lead-to-cash - 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 — and ensure it runs in parallel with technical evaluation rather than after it. - Own the closed-won handoff data contract between Sales, ETS (pre-sales), and CVE (post-sales delivery), so that what was sold is what gets scoped. Reporting and business insight - 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. WHAT YOU BRING - 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. You have stood up a process, model, or system where none existed and owned the outcome — not only administered one that was already running. - Hands-on SQL. You query the warehouse, build the model, and audit your own numbers rather than filing a request and waiting. Strong spreadsheet modeling skills. - CRM depth at administrator or architect level in HubSpot or Salesforce — data model, custom properties, workflow, permissions, and integrations. - Partner or channel operations exposure. Deal registration, partner attribution, co-sell, marketplace transactions, or OEM and embedded revenue. - Forecasting and compensation ownership. You have called a forecast, designed or materially rebuilt a comp plan, and defended a quota model. - Commercial judgment. You can tell a sales leader their forecast is soft, and be right often enough that they keep asking you. - Comfort operating without supporting infrastructure. There is no analyst, no BI function, and no operations vendor. You are the function for the first several quarters. NICE TO HAVE - Experience at an AI-native, agentic, or automation and orchestration company (UiPath, Workato, Boomi, Celonis, or similar). - Familiarity with GSI or hyperscaler ecosystem economics — practice P&Ls, rate cards, utilization, marketplace private offers, and co-sell programs. - Consumption or hybrid pricing model experience. - Domain exposure to Ema's target markets: BPO, HRIS and payroll technology, financial services, healthcare, or legal. - Python or dbt in addition to SQL. 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. Ema Unlimited is an equal opportunity employer and is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics.