Partner Manager, Ema
Universal AI employee
Be an early applicant
Universal AI employee
21-100 employees
Be an early applicant
21-100 employees
Company mission
To build the next-generation AI technology to empower every employee in the enterprise to be their most creative and productive.
Role
Who you are
- We’re looking for a seasoned professional with experience in developing strategic partnerships, enabling partners’ sales and technical teams, and activating GTM motion with large Tier-1 partners targeting Fortune 500 enterprises
- You should have a track record of enabling large partner teams on Enterprise SaaS or AI-driven solutions and driving significant revenue through partnerships
- 5+ years experience in Partner management role at a SaaS, enterprise software, or AI company
- Proven track record of sourcing, enabling, and scaling GTM partnerships that directly influenced sales outcomes
- Knowledge of partner program design, including incentives, MDF, and co-sell playbooks
- Deep understanding of enterprise sales motions, especially in AI and automation
- Excellent negotiation, relationship management, and stakeholder communication skills
- Strategic thinker with an ability to move fast and execute in a startup environment
Desirable
- Familiarity with agentic AI, RPA, enterprise workflow automation, or LLM-based platforms
- Experience working with cloud hyperscalers (AWS, Azure, GCP) or consulting/SI ecosystems
- Prior exposure to RevOps tools like Hubspot, Salesforce or PRM systems
- Good understanding of software development principles, data structures, and algorithms
- Excellent problem-solving skills, attention to detail, and a strong capacity for logical thinking
- The ability to work collaboratively in an extremely fast-paced, startup environment
What the job involves
- Ema is hiring a Partner Manager to lead strategic GTM partnerships with SIs, VARs, Consulting firms, Cloud platforms, and AI ecosystem players
- You will be instrumental in building and scaling a partner-led growth channel
- You will collaborate closely with the Sales, Marketing, Product, and Customer Success team to drive Partner success, and act as the voice of the partner internally to advocate for partner needs and product feedback
- This role is ideal for you if you’re entrepreneurial, data-driven, and relationship-first
- You understand that great partnerships don’t just drive revenue — they unlock new capabilities and customer value
- You thrive at the intersection of strategy and execution and are energized by shaping a new category of enterprise software
- Identify, onboard, and grow key go-to-market (GTM) partners, including consultancies, resellers, cloud marketplaces, ISVs, and system integrators
- Collaborate with partners to build joint value propositions and GTM plans tailored to priority industries and enterprise use cases
- Lead partner enablement efforts, including training, certifications, and sales collateral
- Serve as the partner’s advocate internally, sharing feedback to improve product and collaboration
- Structure and negotiate partnership agreements, incentives, and success metrics
- Drive pipeline through partner channels and work closely with sales teams on co-selling opportunities
- Track joint deals, monitor partner-influenced pipeline, and measure revenue impact
- Build and scale partner programs, including onboarding flows, partner portals, and reporting tools
- Define partner success metrics and lead quarterly business reviews (QBRs)
- Collaborate cross-functionally with Sales, Marketing, Product, and Customer Success to support partner growth
- Stay up to date on trends in enterprise AI and evolving GTM models
- Represent the company at industry events, partner conferences, and ecosystem forums
Our take
Ema is looking to empower enterprises with universal AI employees. Essentially, these are AI agents built to support the work of other employees by taking on the most repetitive tasks - leaving real people to be more creative and productive.
As the use of automation explodes, businesses need ways to be more efficient and innovative in order to remain competitive. Ema supports this on both ends by taking away the work that can bog down employees and speeding up this work in the process.
Having raised substantial funds, the company is looking to further develop its proprietary tech that powers the AI employees. Ultimately, the agents will be configurable by enterprises so clients can fine-tune them to their needs, and employ them in any role in their organization.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (2 rounds)
Jul 2024
$36m
SERIES A
Mar 2024
$25m
SEED
Total funding: $61m
Company HQ
SoMa, San Francisco, CA
Leadership
Surojit Chatterjee
(CEO)Member of the Board of Directors at Meesho. Former Executive in Residence at Andreessen Horowitz, CPO at Coinbase, Board Member at Olive and VP at Google.
Souvik Sen
(Head of Engineering)Was VP of Engineering at Okta and Engineering Lead (Data and ML, Privacy and Safety) at Google. They also worked as a Principal Research Scientist at Hewlett-Packard Laboratories.
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