Sales Strategy and Operations Manager at Ema

San Francisco, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

Artificial Intelligence, TechnologyIndustries

Requirements

3–5 years in management consulting, enterprise sales strategy, or similar roles requiring analytical rigor and client-facing skills
MBA from top tier business school
BS/MS in Computer Science and/or related field
Proven ability to develop business cases, ROI models, and value-based proposals
Experience managing complex engagements that combine products and services
Exceptional communication skills, with the ability to engage senior executives and technical stakeholders alike
Creative problem solver able to design pricing and contractual structures based on client value
Strong writing skills for proposals, SOWs, and executive-level communications
Comfortable in fast-paced, ambiguous environments where each deal requires a tailored approach
Technical curiosity and ability to translate AI capabilities into business outcomes

Responsibilities

Nurture, advance, and close complex enterprise opportunities
Lead a highly consultative process with multiple stakeholders, from C-suite executives to technical evaluators
Develop ROI models, business cases, and value frameworks that quantify the impact of AI adoption
Design creative pricing structures tied to measurable business outcomes
Guide prospects through the consultative sales journey, balancing strategic storytelling with detailed execution
Draft and negotiate sophisticated SOWs that integrate products and services
Coordinate input across internal teams (product, delivery, engineering, finance, marketing) to deliver coherent and compelling proposals
Contribute to the development of value propositions, sales decks, and GTM strategy for verticals and geographies
Provide structured feedback to cross-functional teams to improve offerings, pricing models, and market approach

Skills

Key technologies and capabilities for this role

ROI ModelingBusiness CasesValue PropositionsOutcome-Based PricingSOW DraftingConsultative SalesEnterprise SalesGTM StrategySales DecksManagement ConsultingAnalytical RigorExecutive Engagement

Questions & Answers

Common questions about this position

What qualifications are required for the Sales Strategy and Operations Manager role?

Candidates need 3–5 years in management consulting, enterprise sales strategy, or similar roles, an MBA from a top tier business school, and a BS/MS in Computer Science or related field. Additional requirements include proven ability to develop business cases and ROI models, experience managing complex engagements, exceptional communication skills, creative problem-solving for pricing, strong writing skills, comfort in fast-paced ambiguous environments, and technical curiosity.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this a remote position, or is there a location requirement?

This information is not specified in the job description.

What does the work environment or company culture look like at Ema?

The role involves a fast-paced, ambiguous environment where each deal requires a tailored approach, with coordination across internal teams like product, delivery, engineering, finance, and marketing.

What makes a strong candidate for this Sales Strategy and Operations Manager role?

A strong candidate has 3–5 years in management consulting or enterprise sales strategy, an MBA from a top-tier school, technical background in Computer Science, proven experience building ROI models and business cases, and exceptional skills in engaging executives, creative pricing, and drafting complex SOWs.

Ema

Develops enterprise AI solutions for workforce efficiency

About Ema

Ema develops and implements AI solutions specifically designed for businesses. Their main product is AI employees that can be customized through conversation to learn and perform tasks that exceed human capabilities, allowing companies to quickly expand their workforce. Ema's AI solutions focus on replacing traditional co-pilots with secure and compliant AI employees, meeting strict standards like SOC2, ISO27001, GDPR, HIPAA, and NIST. The EmaFusionTM model combines the strengths of over 100 large language models to deliver high accuracy at a low cost for various enterprise applications. Ema distinguishes itself from competitors by providing tailored solutions that empower businesses to enhance their operational efficiency. The company's goal is to help enterprises take control of their operations and achieve significant improvements in productivity through advanced AI technology.

Mountain View, CaliforniaHeadquarters

2023Year Founded

$59.3MTotal Funding

SERIES_ACompany Stage

Cybersecurity, AI & Machine LearningIndustries

51-200Employees

Benefits

Hybrid Work Options

Risks

Emerging competition from startups like SilkFlo and Kognitos threatens Ema's market share.

Rapid customer base expansion may strain Ema's operational capabilities and service quality.

Reliance on multiple investors may lead to conflicting interests and strategic directions.

Differentiation

EmaFusionTM integrates over 100 LLMs for high accuracy and cost-effectiveness.

Ema offers secure AI employees adhering to SOC2, ISO27001, GDPR, HIPAA, and NIST standards.

Ema's no-code AI agents enable enterprises to deploy AI without extensive technical expertise.

Upsides

Ema's customer base has more than doubled since its launch in March 2024.

Ema secured $50M in Series A funding, enhancing its market position and capabilities.

Growing demand for AI-driven automation aligns with Ema's focus on AI employees.

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