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Ema is building an Agentic AI platform to transform enterprise productivity. Founded by former executives from Google, Coinbase, Flipkart, and Okta, the company is backed by Accel, Naspers/Prosus, Section32, and angels including Sheryl Sandberg and Dustin Moskovitz. Headquartered in Silicon Valley with offices in London, Bangalore, and Vancouver, Ema deploys real AI systems that run business processes at scale.
This is the first dedicated Revenue Operations hire for the US go-to-market organization. You will build the function from the ground up, not maintain an existing one.
Key responsibilities include:
Forecasting & Pipeline Management: Own the weekly forecast process across direct enterprise and partner-led motions. Define opportunity stage definitions with entry/exit criteria in the CRM. Instrument CUPMEDDPIC qualification methodology with inspectable fields. Maintain pipeline coverage, conversion, velocity, and stage-aging analysis by segment, motion, rep, and vertical. Run pipeline hygiene routines and surface at-risk opportunities.
Partner & Channel Revenue Operations: Build the attribution model distinguishing partner-sourced, partner-influenced, and partner-delivered revenue. Design and administer deal registration with approval logic and expiry windows. Establish channel conflict and account overlap rules. Define revenue treatment for OEM and embedded arrangements. Report partner-sourced pipeline and bookings as a first-class metric.
Territory, Quota & Compensation: Design territories and account coverage across direct and partner-facing seats. Build capacity and quota models with ramp assumptions. Design and administer variable compensation plans including accelerators, multipliers, and split credit scenarios. Own commission calculation accuracy and dispute resolution.
GTM Systems & Data: Own the go-to-market technology stack end-to-end (HubSpot CRM, Metabase reporting, enrichment, sales engagement tools). Own the CRM data model including objects, properties, validation rules, and workflow automation. Establish data governance standards. Own the pipeline from CRM into the warehouse for single-query reporting.
Deal Desk & Lead-to-Cash: Support complex pricing across seat-based, consumption, embedded, OEM, on-premise, and multi-year enterprise agreements. Own the approval matrix and discount governance. Reduce cycle time through paper processes (MSAs, DPAs, security questionnaires). Own the closed-won handoff data contract between Sales, ETS, and CVE.
Reporting & Business Insight: Build reporting on win/loss rates by competitor and motion, ramp curves, cycle time analysis, customer acquisition cost by channel, and expansion signals. Deliver go-to-market inputs for board and investor reporting. Retire reporting that does not drive decisions.
You bring 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy, or Deal Desk at B2B enterprise software companies, with experience supporting $250K–$1M+ deals. You have demonstrated build experience standing up processes, models, or systems from scratch. You have hands-on SQL skills, query the warehouse, build models, and audit your own numbers. You have deep CRM expertise.
