# Revenue Operations Lead

**Company:** [Ema](https://hotfix.jobs/companies/ema)
**Location:** Remote
**Role:** Revenue Operations
**Experience:** 4+ years
**Skills:** SQL, HubSpot, Salesforce, Metabase, Python, dbt, Crm Administration, Forecasting, Quota Modeling, Compensation Planning, Deal Registration, Partner Attribution, Spreadsheet Modeling, Data Governance, Workflow Automation
**Posted:** 2026-08-31

> Build and lead the revenue operations function for a US go-to-market organization spanning direct enterprise and partner-led sales. The role owns forecasting, attribution, territory and compensation design, CRM and data infrastructure, deal desk processes, and executive reporting.

## Job Description

## Responsibilities
- Own weekly forecasting and pipeline management across direct enterprise and partner-led sales motions.
- Define CRM-enforced opportunity stages, entry and exit criteria, and qualification fields using CUPMEDDPIC.
- Analyze pipeline coverage, conversion, velocity, stage aging, forecast risk, and pipeline hygiene by segment, motion, representative, and vertical.
- Build and manage partner attribution, deal registration, channel conflict, account overlap, OEM, embedded, and revenue-share models.
- Design territories, account coverage, capacity plans, quotas, ramp assumptions, and variable compensation plans, including accelerators and split credit.
- Own commission accuracy and dispute resolution with Finance and People Operations.
- Administer the go-to-market technology stack, including HubSpot, Metabase, enrichment, sales engagement tools, integrations, and roadmap.
- Own CRM data models, validation, permissions, workflow automation, data governance, deduplication, account hierarchies, domain matching, and currency normalization.
- Manage CRM-to-warehouse data pipelines and single-source reporting.
- Support pricing, packaging, deal approvals, discount governance, and review of non-standard terms.
- Improve deal desk and lead-to-cash processes, including contracting, security reviews, vendor onboarding, and purchase orders.
- Own closed-won handoff data between Sales, pre-sales, and post-sales delivery.
- Deliver reporting on win/loss rates, competitors, ramp, cycle time, channel acquisition cost, and expansion signals, plus board and investor reporting inputs.

## Requirements
- 4–8+ years of experience in Revenue Operations, Sales Operations, GTM Strategy and Operations, or Deal Desk at a B2B enterprise software company.
- Experience supporting enterprise deals worth approximately $250K–$1M+.
- Demonstrated experience building new processes, models, or systems and owning outcomes.
- Hands-on SQL and strong spreadsheet modeling skills.
- CRM administration or architecture experience with HubSpot or Salesforce, including data models, custom properties, workflows, permissions, and integrations.
- Partner or channel operations experience, including deal registration, partner attribution, co-selling, marketplace transactions, or OEM and embedded revenue.
- Experience owning forecasting, compensation plans, and quota models.
- Strong commercial judgment and ability to operate independently without established analyst, BI, or vendor support.

## Nice to Have
- Experience at an AI-native, agentic, automation, or orchestration company.
- Familiarity with GSI or hyperscaler economics, marketplace private offers, and co-sell programs.
- Consumption or hybrid pricing experience.
- Experience in BPO, HRIS and payroll technology, financial services, healthcare, or legal markets.
- Python or dbt experience in addition to SQL.

## Compensation and Benefits
- Compensation is determined by location, level, job-related knowledge, skills, and experience.
- Certain roles may be eligible for variable compensation, equity, and benefits.

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