Revenue Operations Leader, GTM & Partner Strategy

AI Chopping Block; Northern (KY); Hybrid; USD 120,000 - 210,000; Full time

Job summary

Ema is seeking a Revenue Operations leader to own forecasting, pipeline management, and go-to-market systems for the US organization, building the function from the ground up rather than maintaining a legacy process.

You will design territory coverage, quota models, partner attribution, deal desk governance, and data hygiene across HubSpot, Metabase, and the data warehouse to deliver accurate, actionable insights.

Qualifications

• 4–8+ years in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company.
• Demonstrated build experience: stood up a process, model, or system where none existed.
• Hands-on SQL and strong spreadsheet modeling skills.
• CRM depth at administrator or architect level (HubSpot or Salesforce).
• Partner or channel operations exposure: deal registration, attribution, co-sell, or OEM/embedded revenue.
• Forecasting and compensation ownership: designed or defended quota models.

Responsibilities

• Own the weekly forecast process and cadence across direct and partner motions; report forecast accuracy against committed targets.
• Define and enforce opportunity stage definitions in the CRM.
• Instrument qualification methodology (e.g., CUPMEDDPIC) and ensure inspectable fields tied to stage progression.
• Maintain pipeline coverage, velocity, and stage-aging analyses by segment and motion.
• Build and own the attribution model distinguishing partner-sourced, -influenced, and -delivered revenue.
• Design revenue treatment for OEM/embedded arrangements and govern deal registrations.

Skills

Forecasting

Pipeline management

CRM

SQL

Data analysis

Territory planning

Compensation design

Partner operations

Deal desk

Tools

HubSpot

Salesforce

Metabase

Excel

Data warehouse

Job description

Ema is seeking a Revenue Operations leader to own forecasting, pipeline management, and go-to-market systems for the US organization, building the function from the ground up rather than maintaining a legacy process.

You will design territory coverage, quota models, partner attribution, deal desk governance, and data hygiene across HubSpot, Metabase, and the data warehouse to deliver accurate, actionable insights.