Revenue Operations Lead

About Ema

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, Section
32, 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.

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.

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 —…