About the Role
AI has the potential to transform the way the world’s largest enterprises operate, unlocking new value, efficiency, and growth. Capturing this opportunity requires not just breakthrough technology, but the ability to guide organizations through complex and often disruptive change. The Sales Strategy and Operations Manager plays a critical role in this mission.
This is a highly consultative position focused on nurturing, advancing, and closing complex and high-profile deals. You will build ROI models, shape value propositions, design creative pricing tied to measurable outcomes, and draft complex statements of work that span products and services. You will engage senior executives and technical evaluators alike, orchestrating the process to ensure opportunities advance with clarity and rigor to successful closure.
Key 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.
Qualifications
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.
Performance Metrics
Number and value of complex, high-profile deals nurtured, advanced, and closed.
Effectiveness of ROI models and business cases in securing executive alignment.
Quality, accuracy, and timeliness of proposals, SOWs, and pricing structures.
Client feedback on consultative engagement and value articulation.
Contribution to GTM materials and actionable input to cross-functional teams.
Top Skills
What We Do
Ema is an enterprise partner of choice in building and deploying Agentic AI solutions. We are:
›› Simple - Conversationally build AI employees that learn and excel beyond human limits. Multiply your workforce in minutes, not months.
›› Trusted - Take control back by replacing 100s of vulnerable co-pilots with Ema’s secure and compliant employees. Ema can deploy on-prem and is compliant with all leading standards including SOC2, ISO27001, GDPR, HIPAA, NIST
›› Accurate - Achieve the highest accuracy at lowest cost with Ema’s proprietary 2T+ EmaFusionTM model built for the enterprise use cases. The power of 100+ LLMs at your fingertips.
Experience the future of work with Ema, every enterprise’s best performing employee. Hire Ema today
