Revenue Operations Lead

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, 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.

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.

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.

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.

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.

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.