Revenue Operations Lead - Build GTM Ops & Forecasting

Hitachi, Ltd.; Northern (KY); Hybrid; USD 120,000 - 190,000; Full time

Job summary

Ema Unlimited is seeking a Revenue Operations leader to stand up and own the US GTM operations function. You will run forecasting across direct and partner motions, design attribution for partner-sourced revenue, and own CRM data, deal desks, and compensation.

This role requires hands-on SQL, CRM administration, and cross-functional collaboration with Finance and Sales. You will define territory and quota models, streamline approvals, and build reporting for leadership, while minimizing cycle

Qualifications

• 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy or Deal Desk in B2B enterprise software.
• Hands-on SQL experience; ability to query data from the data warehouse and audit numbers.
• CRM depth at administrator or architect level (HubSpot or Salesforce).
• Experience with partner or channel operations and co-sell programs.
• Forecasting, quota design, and compensation ownership.
• Commercial judgment to challenge forecasts and guide leadership.

Responsibilities

• Own weekly forecast across direct and partner motions and report accuracy against commitments.
• Define opportunity stage definitions and ensure CRM reflects entry and exit criteria.
• Instrument qualification methodology with inspectable fields tied to stage progression.
• Maintain pipeline coverage, velocity, and aging analyses by segment and motion.
• Run pipeline hygiene and surface at-risk opportunities before forecasting.
• Build and own the attribution model for partner-sourced vs partner-delivered revenue.
• Design deal registration, governance, and expiry; resolve channel conflicts.
• Define revenue treatment for OEM/embedded arrangements and report accordingly.
• Oversee territories, quota, and compensation design; support planning.
• Own data governance for CRM and ensure data quality across systems.

Job description

Ema Unlimited is seeking a Revenue Operations leader to stand up and own the US GTM operations function. You will run forecasting across direct and partner motions, design attribution for partner-sourced revenue, and own CRM data, deal desks, and compensation.

This role requires hands-on SQL, CRM administration, and cross-functional collaboration with Finance and Sales. You will define territory and quota models, streamline approvals, and build reporting for leadership, while minimizing cycle