Revenue Operations Manager

Company

Emotion Mobility is a PSG-backed global SaaS leader in fleet and mobility management powering rental leasing subscription and chauffeur operations for hundreds of enterprise clients across 600000 vehicles worldwide. Our platforms Rentway and Carpro serve the worlds leading mobility brands including Big-5 car rental operators and fast-growing regional fleets across Europe the Middle East and India.

We are in a high-growth phase targeting 50M ARR by 2030 with stellar Net Revenue Retention and high double-dight EBITDA margins. We operate across 90 countries with offices in Lisbon Pune and Dubai.

Your Mission

This is Emotions first dedicated Revenue Operations hire a founding role that will define how we scale our go-to-market engine from todays ARR to 50M. You will own the connective tissue between Sales Customer Success Finance and Marketing: the systems data processes and analytics that turn pipeline into booked ARR and booked ARR into retained and expanded revenue.

You will work directly with the CFO and commercial leadership to build the operating infrastructure. This is not a CRM admin role. This is a builder role.

What will you be doing

GTM Systems & Process

• Own CRM architecture and the Pipedrive to HubSpot migration roadmap integrated with NetSuite for revenue recognition and O2C workflows
• Define document and improve the lead-to-cash process: lead routing deal stages contract execution invoicing triggers and renewal workflows
• Eliminate GTM SaaS tool sprawl aligned with ongoing licence rationalisation initiative
• Build automation playbooks that reduce manual reporting burden on Finance and Sales relying on RPAs AI and other tools
• Own GTM automation and orchestration design and maintain automated workflows across the lead-to-cash stack (e.g. CRM triggers handoff automations renewal nudges) using tools such as Make Zapier or Clay and ensure sequencing tools (e.g. Lemlist Apollo or equivalent) are integrated and governed within the GTM stack

Pipeline & Forecast Integrity

• Own end-to-end pipeline visibility in Pipedrive/HubSpot from top-of-funnel MQL to closed-won and migration completion
• Build and maintain the ARR waterfall model that feeds our internal and board reporting
• Define and enforce pipeline coverage ratios and stage-gate criteria across Rentway and Carpro sales motions
• Flag pipeline risks before they hit ARR

Commercial Analytics

• Own KPI dashboards across ARR Contracted ARR Backlog ARR NRR GRR CAC LTV ARPA Churn New Logos and Migration Completion Rate reported monthly to the Management Team and BoD
• Build cohort and segmentation analysis by product (Rentway vs. Carpro) geography (Europe ME Asia US Latam) customer type (enterprise vs. franchise) others
• Track NRR excluding migrations separately to isolate organic expansion performance from platform migration events
• Support pricing strategy work including packaging validation and enterprise commercial governance

Customer Success & NRR Expansion

• Partner with CS to build health score models and early warning systems for churn risk
• Define expansion trigger logic: upsell/cross-sell signals across Rentway and Carpro including modern platform migration as a revenue event
• Develop renewal forecasting that distinguishes contracted ARR at-risk ARR and expansion ARR on a rolling 12-month basis

Exit Readiness

• Build the data room-quality metrics layer: clean auditable ARR schedules cohort retention CAC payback and LTV/CAC ratios that will withstand PE and IB scrutiny at exit
• Support the audit cycle with revenue recognition documentation covering multi-element arrangements across subscription onboarding services payments and maintenance revenue streams
• Ensure all commercial data is structured for institutional-grade reporting from day one

What we expect from you

Must-Have

• 47 years in Revenue Operations Sales Operations or GTM Finance in a B2B SaaS environment
• Hands-on experience with Pipedrive and/or HubSpot (non-negotiable) and NetSuite or equivalent ERP
• Deep fluency in SaaS metrics: ARR NRR CAC LTV churn you build these models you dont just read them
• Experience supporting enterprise sales cycles (618 month deals multi-stakeholder procurement)
• Strong SQL or BI tool skills (Looker Metabase or equivalent) able to build dashboards without depending on Engineering
• Comfortable operating in a PE-backed environment with board-level reporting cadences

Strong Preference

• Experience in vertical SaaS (fleet mobility automotive logistics or adjacent sectors)
• Exposure to multi-entity multi-currency revenue reporting (EUR AED INR)
• Familiarity with IFRS 15 revenue recognition in a SaaS context
• Experience supporting a company through a PE exit process or investment banking diligence
• Prior work in a company scaling from 10M to 50M ARR

You Are

• Obsessively data-driven you dont accept the numbers feel about right
• Comfortable operating with ambiguity and building from zero this is a first hire not a team join
• A systems thinker who sees process failures before they become revenue leaks
• Fluent in English; Portuguese or French a strong plus

What you can expect from us

Family-friendly work-life balance with ...