Revenue Operations Lead

Job not on LinkedIn

🕒 August 31

🌐 United States, India – Remote

🇺🇸 United States – Remote 🇮🇳 India – Remote

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟠 Senior

💹 Revenue Operations

👻 Ghost score 13%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Environmental Management Authority

WebsiteLinkedInAll Job Openings

51 - 200 employees

🏥 Healthcare

🛡️ Insurance

💼 Consulting

Healthcare • Insurance • Consulting

Environmental Management Authority (EMA) is a company that specializes in offering advanced artificial intelligence solutions for business automation and enterprise productivity. Their flagship product, 'Ema', is a Universal AI Employee designed to boost productivity by learning, adapting, and evolving to fit various roles within an organization. With features like conversational AI configuration, a pre-built library of agents, and integration with numerous applications, EMA enables companies to streamline complex workflows efficiently. EMA emphasizes trust, security, and compliance, providing customizable private AI models with advanced data governance and top-tier encryption. The company services a range of sectors including healthcare insurance and fintech, making it a versatile choice for enhancing business operations across different industries.

📋 Description

• Own the weekly forecast process and cadence across direct and partner motions, and report forecast accuracy against commit • Define and enforce CRM opportunity stage definitions with entry and exit criteria • Instrument CUPMEDDPIC qualification methodology as 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 • Build and own attribution for partner-sourced, partner-influenced, and partner-delivered revenue • Design and administer deal registration, including registration windows, approval logic, and expiry • Establish channel conflict and account overlap rules and arbitrate disputes • Define revenue treatment and reporting for OEM and embedded arrangements • Report partner-sourced pipeline and bookings alongside direct metrics • Design territories and account coverage across direct and partner-facing seats • Build capacity and quota models, including ramp assumptions, and support planning • Design and administer variable compensation plans, including accelerators, multipliers, partner-sourced credit, and split credit • Own commission calculation accuracy and the dispute process with Finance and People Operations • Own the go-to-market technology stack, including HubSpot, Metabase, enrichment, and sales engagement tooling • Own CRM data models, validation rules, required fields, permissions, and workflow automation • Establish data governance and hygiene standards, including deduplication, account hierarchy, domain matching, and currency normalization • Own the CRM-to-warehouse data pipeline • Support pricing and packaging for seat-based, consumption, embedded, OEM, on-premise, air-gapped, and multi-year enterprise arrangements • Own approval matrix, discount governance, and non-standard terms review • Reduce contract cycle time across MSA redlines, DPA, security questionnaires, vendor onboarding, and purchase order issuance • Own the closed-won handoff data contract between Sales, ETS, and CVE • Build reporting on win/loss rates, ramp curves, cycle time, customer acquisition cost, and expansion signals • Deliver go-to-market inputs for board and investor reporting • Retire reporting that does not change a decision • Build the first dedicated Revenue Operations function supporting the US go-to-market organization

🎯 Requirements

• 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company • Experience supporting deals in the $250K–$1M+ range • Demonstrated experience building a process, model, or system from scratch and owning the outcome • Hands-on SQL and strong spreadsheet modeling skills • CRM administrator or architect-level depth in HubSpot or Salesforce, including data models, custom properties, workflows, permissions, and integrations • Partner or channel operations exposure, including deal registration, partner attribution, co-sell, marketplace transactions, or OEM and embedded revenue • Experience owning forecasting and compensation, including calling a forecast, designing or materially rebuilding a compensation plan, and defending a quota model • Commercial judgment in assessing sales forecasts • Comfort operating without supporting infrastructure, including no analyst, BI function, or operations vendor • Nice to have: experience at an AI-native, agentic, or automation and orchestration company • Nice to have: familiarity with GSI or hyperscaler ecosystem economics, including practice P&Ls, rate cards, utilization, marketplace private offers, and co-sell programs • Nice to have: consumption or hybrid pricing model experience • Nice to have: domain exposure to BPO, HRIS and payroll technology, financial services, healthcare, or legal • Nice to have: Python or dbt in addition to SQL

🏖️ Benefits

• Certain roles may be eligible for variable compensation, equity, and benefits • Equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics