Revenue Operations Lead

Ema Unlimited
United States
Workplace: RemoteFull timeFunction: Revenue Operations (RevOps)Experience: 4+ yearsSkills: ["Commercial judgment","Build mindset","Stakeholder management","Analytical thinking"]

Own forecasting and pipeline management across direct and partner motions, including CRM stage definitions, pipeline hygiene, and inspection routines to surface at-risk deals early. Build partner/channel revenue operations with attribution models, deal registration, conflict rules, and revenue reporting. Design territories, capacity, quota, and variable compensation logic, ensuring accurate commission calculations. Lead GTM systems and data in HubSpot and the reporting/warehouse stack so that pipeline reporting is single-query ready.

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FursaFursa
Ema Unlimited
Ema Unlimited
1 week ago

Revenue Operations Lead

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Last checked: 2 hours agoStatus: Live

Job Summary

Own forecasting and pipeline management across direct and partner motions, including CRM stage definitions, pipeline hygiene, and inspection routines to surface at-risk deals early. Build partner/channel revenue operations with attribution models, deal registration, conflict rules, and revenue reporting. Design territories, capacity, quota, and variable compensation logic, ensuring accurate commission calculations. Lead GTM systems and data in HubSpot and the reporting/warehouse stack so that pipeline reporting is single-query ready.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Revenue Operations (RevOps)
Seniority: Mid level

Key Responsibilities

  • •Run the weekly forecast process and cadence across direct and partner motions, including forecast accuracy reporting against commit.
  • •Define/enforce CRM opportunity stage definitions with entry/exit criteria, instrument the qualification methodology, and maintain pipeline coverage, conversion, velocity, and stage-aging analysis.
  • •Build partner and channel revenue operations: attribution model definitions, deal registration, channel conflict/account overlap rules, and OEM/embedded revenue reporting treatment.
  • •Design territories, quota/capacity models, and variable compensation plans (accelerators, multipliers, partner-sourced credit, split credit) and own commission calculation accuracy with dispute handling.
  • •Own GTM systems and data end to end (HubSpot plus reporting/warehouse layer), CRM data model and automation, data governance/hygiene, and reporting from CRM into the warehouse for streamlined analytics.

Key Requirements

  • •4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company, supporting deals in the $250K–$1M+ range.
  • •Demonstrated build experience: you stood up a new process/model/system and owned the outcome.
  • •Hands-on SQL and strong spreadsheet modeling skills; you query the warehouse and audit your own numbers.
  • •CRM depth at administrator or architect level in HubSpot or Salesforce, including data model, properties, workflow, permissions, and integrations.
  • •Experience with partner/channel operations, forecasting and compensation ownership, and commercial judgment in managing pipeline/forecast quality.
Experience:4+ yearsB2B enterprise softwarePartner/channel operationsDeal deskForecastingCompensationCRM
Skills:Commercial judgmentBuild mindsetStakeholder managementAnalytical thinking
Tech Stack:SQLHubSpotSalesforceMetabasePythonDbtCRM

Company Brief

Ema Unlimited
Builds an enterprise agentic AI platform (Ema) that creates AI employees to automate complex workflows across customer support, HR, finance and other functions, with a focus on security, compliance, and model fusion for high accuracy.
Industry: AI & Machine Learning
Company Size: Medium (51 to 250 employees)
Growth: Early Stage Startup
Funding: Series A
Headquarters: San Francisco, United States
Founded: 2023
Glassdoor
Glassdoor: 1.5
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