ABOUT EMA

Ema is building the world’s largest agentic AI platform to revolutionize enterprise productivity. Our proprietary technology enables companies to delegate repetitive tasks to Ema, the Universal AI employee, unlocking 10x gains in workforce efficiency. Founded by ex-Google, Coinbase, Flipkart, and Okta executives, we bring deep product and scaling expertise to this mission. Our team includes top engineers from Google, Microsoft Research, Facebook, Square, and Coinbase, and alumni of Stanford, MIT, UC Berkeley, CMU, and IITs.
We’ve raised over $61M from top-tier investors including Accel, Naspers/Prosus, Section32, SCB10X, Sozo Ventures, Hitachi Ventures, and prominent angels like Sheryl Sandberg, Jerry Yang, and Dustin Moskovitz. Ema is headquartered in Silicon Valley with a second hub in Bangalore, India.

QUALIFICATIONS:

• 6+ years of progressive sales experience in SaaS or technology, with at least 2+ years leading managers and teams.
• Proven track record of consistently meeting or exceeding multi-million-dollar revenue targets.
• Experience building, scaling, and managing high-performing sales organizations (AEs, Managers, SDRs).
• Strong understanding of enterprise sales cycles, including deal structuring, forecasting, and pipeline management.
• Demonstrated success in developing scalable sales processes, playbooks, and metrics-driven management.
• Ability to attract, hire, and develop top sales talent.
• Strong executive presence with excellent communication and negotiation skills, comfortable presenting to C-level stakeholders.
• Data-driven leadership style, with proficiency in CRM tools (Hubspot) and sales analytics.
• Ability to work cross-functionally with Marketing, Customer Success, and Product to drive revenue growth.
• Willingness to travel as needed within the region to support customer and team engagements.
  Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

ROLE OVERVIEW:

This role is responsible for driving new business and revenue growth by acquiring 100 new customers with an average order value of $500K, while also expanding the footprint within existing accounts through upselling, cross-selling, and maximizing customer lifetime value. The leader will build and scale a high-performing sales team, establish a demand-driven sales model, and implement scalable processes, metrics, and tools to ensure efficiency, accurate forecasting, and predictable growth. Success will come from leveraging all pipeline channels—Direct, Partnerships, and Marketing—while maintaining a strong focus on reducing deal cycle times and improving sales efficiency.

KEY RESPONSIBILITIES:

• Drive new business by acquiring 100 new customers with an average order value of $500K.
• Build and maintain a healthy pipeline at 4X the revenue target to ensure consistent deal flow.
• Expand revenue within existing accounts through upselling, cross-selling, and positioning the full Emma platform.
• Own customer lifetime value (CLV) by focusing on long-term relationships and revenue growth.
• Scale the Sales organization to support the next phase of revenue expansion.
• Develop and implement a demand-driven sales model aligned with company growth goals.
• Hire, train, and manage a high-performing Account Executive team.
• Define and track key sales metrics, targets, and quotas to drive accountability and performance.
• Establish scalable sales processes including playbooks, CRM configuration, and effective sales enablement tools.
• Leverage all revenue channels—Direct, Partnerships, and Marketing—to maximize pipeline generation.
• Improve sales efficiency and reduce average deal cycle time.
• Ensure accurate CRM utilization and data entry for reliable reporting and scalable operations.
• Deliver accurate revenue and pipeline forecasts by maintaining a strong understanding of the customer journey and sales funnel.