Ema is hiring a Revenue Operations Manager to play a critical part in scaling and optimizing our revenue engine as we bring cutting-edge generative AI platforms to enterprise customers. Reporting to the Head of Revenue Operations and working closely with the Chief Commercial Officer, you will help ensure a high-quality pipeline, streamline revenue processes, and drive operational excellence to accelerate deal velocity across the funnel.
What You'll Do
- Partner with the CCO to monitor, forecast, and optimize pipeline health across inbound, outbound, partner, and marketing channels.
- Ensure data accuracy and visibility into key revenue metrics such as coverage ratios, stage conversion rates, and forecast attainment.
- Build and maintain dashboards and reporting infrastructure to support real-time decision-making.
- Analyze sales cycle velocity, identify friction points, and develop scalable solutions to improve win rates and reduce time-to-close.
- Collaborate with GTM teams to standardize processes for lead qualification, opportunity progression, and handoffs between functions.
- Manage and optimize RevOps tech stack including CRM (e.g., Salesforce, HubSpot), sales enablement, and automation tools.
- Drive system hygiene, process documentation, and training for the commercial team.
- Work closely with Sales, Marketing, Customer Success, and Product teams to align on goals, lead routing, territory management, and attribution models.
- Support annual and quarterly planning processes including territory design, quota setting, and performance analysis.
- Generate actionable insights from revenue data to inform GTM strategy, campaign targeting, and resource allocation.
- Identify trends and gaps in the funnel and recommend improvements to messaging, tactics, or segmentation.
What We're Looking For
- 3+ years of experience in Revenue Operations, Sales Operations, or a similar role in a B2B SaaS or tech startup environment.
- Strong understanding of enterprise sales processes and funnel dynamics.
- Proficiency in CRM systems (e.g., Salesforce, HubSpot).
- Demonstrated ability to work cross-functionally and drive alignment among GTM teams.
- High attention to detail, structured thinking, and a bias for action in ambiguous, fast-paced environments.
Nice to Have
- Experience working in an early-stage (Series A/B) startup environment.
- Background in selling to enterprise customers or supporting enterprise sales teams.
- Familiarity with the generative AI space or deep interest in AI/ML technologies.
- Experience with lead scoring, account-based marketing, or multi-touch attribution.
- Exposure to forecasting methodologies (e.g., MEDDIC, BANT, or similar frameworks).
Technical Stack
- CRM (e.g., Salesforce, HubSpot)
- Sales enablement tools
- Automation tools
Team & Environment
You will report to the Head of Revenue Operations and work closely with the Chief Commercial Officer.
Work Mode
This is a hybrid position open to candidates in Silicon Valley and Bangalore, India.
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.
