Environmental Management Authority

• Own technical delivery from design alignment through production rollout and stabilization • Configure, extend, and integrate Ema's agentic AI platform to meet customer requirements • Ensure solutions align with Ema's agentic architecture and platform capabilities • Write clean, efficient, maintainable code to build customer integrations, custom agents, and workflow extensions • Build and maintain APIs (REST, gRPC) and integrations across enterprise SaaS systems • Work with back-end languages such as Python and Go, and contribute to front-end interfaces (React/Angular, HTML, CSS, JavaScript) where customer-facing tooling is needed • Work with data stores such as PostgreSQL, Clickhouse, Elastic, and Redis to shape scalable, extensible schemas for customer deployments • Develop deep understanding of each customer's business processes, systems, and constraints • Translate business workflows into feasible agentic AI workflows — and push back when something shouldn't be built • Anticipate where AI implementations break: integrations, data quality, scale, edge cases • Be the primary technical point of contact for customer business and IT stakeholders during implementation • Coach customer teams and internal partners during high-stress phases — go-lives, incidents, scope changes • Communicate progress, risks, and decisions clearly across technical and executive audiences • Stand systems up in multi-tenant SaaS environments and harden them for production • Apply security best practices and enterprise integration patterns (auth, RBAC, audit, compliance) • Track success through adoption signals and outcome metrics — not just feature shipment • Stabilize systems post-go-live under real pressure • Coordinate across Ema Engineering, Product, Data, Infrastructure, and Value Engineering • Feed customer learnings back into product and platform improvements • Contribute to shared standards, delivery discipline, and reusable patterns across the implementation team

• Plan, manage, and execute end-to-end logistics for industry conferences, tradeshows, and Ema-hosted events across the US. • Manage all on-site operations: booth design, staffing, signage, swag, shipping, A/V, catering, and speaker logistics. • Evaluate sponsorship opportunities, negotiate vendor contracts, and manage event budgets to maximize ROI. • Collaborate with the BDR team and Sales to align event programming with target accounts and pipeline goals. • Coordinate pre-event outreach, booth and event activations, and post-event follow-up to drive lead conversion. • Ensure seamless lead handoff from events to Sales. • Coordinate with AI Strategists, Product Marketing, and Design to ensure demos, collateral, and messaging are event-ready and on-brand. • Track and report on event performance metrics and share insights to continuously improve the program.

• Collaborate with the sales leadership to understand customer requirements and enable technical solutions deployment based on customer needs. • Develop an in-depth understanding of Ema’s technology and underlying architectures • Deliver compelling product demonstrations tailored to the specific needs of potential customers, showcasing key features and benefits. • Work closely with customers to execute successful PoCs, demonstrating the feasibility and value of Ema in their environment. • Position yourself as a Trusted Advisor to key customer stakeholders with a focus on achieving their desired Business Outcomes. • Collaborate with customers to design and architect solutions that align with their business goals, ensuring seamless integration with existing systems. • Drive project teams towards common goals of accelerating the adoption of Ema’s solutions. • Demonstrate and communicate the value of Ema’s solution throughout the engagement, from demo to proof of concept to running workshops, design sessions and implementation with customers and stakeholders. • Help take Ema’s solution from POC to production. • Understand customers cloud/on-prem environment and their unique needs for deploying Ema’s solutions. Work with our engineering team to translate customer needs into a productionizable solution that fits into Ema’s deployment models. • Manage the customer’s problem through effective diagnosis, resolution, or implementation of new investigation tools to increase productivity for customer challenges on Ema’s platform. Create repeatable processes. Create and maintain technical documentation, including solution architectures, integration guides, and best practices. • Act as a consultant and subject matter expert for internal stakeholders in engineering, sales, and product to resolve technical deployment obstacles and improve Ema.

• Responsible for outbound prospecting, generating new leads, and developing strategies • Build and nurture relationships with key executives • Develop, maintain, and track a robust pipeline of qualified leads • Work closely with internal teams to negotiate pricing, terms, and contracts • Stay up-to-date on market trends and customer feedback

• Responsible for outbound prospecting and generating new leads • Build and nurture relationships with key executives • Develop, maintain, and track a robust pipeline of qualified leads • Work closely with internal teams to negotiate pricing and close enterprise contracts • Stay up-to-date on market trends and customer feedback

• Collaborate with the sales leadership to understand customer requirements and enable technical solutions deployment based on customer needs. • Develop an in-depth understanding of Ema’s technology and underlying architectures. • Deliver compelling product demonstrations tailored to the specific needs of potential customers, showcasing key features and benefits. • Work closely with customers to execute successful PoCs, demonstrating the feasibility and value of Ema in their environment. • Position yourself as a Trusted Advisor to key customer stakeholders with a focus on achieving their desired Business Outcomes. • Collaborate with customers to design and architect solutions that align with their business goals, ensuring seamless integration with existing systems. • Drive project teams towards common goals of accelerating the adoption of Ema’s solutions. • Demonstrate and communicate the value of Ema’s solution throughout the engagement, from demo to proof of concept to running workshops, design sessions and implementation with customers and stakeholders. • Help take Ema’s solution from POC to production. • Understand customers cloud/on-prem environment and their unique needs for deploying Ema’s solutions. Work with our engineering team to translate customer needs into a productionizable solution that fits into Ema’s deployment models. • Manage the customer’s problem through effective diagnosis, resolution, or implementation of new investigation tools to increase productivity for customer challenges on Ema’s platform. Create repeatable processes. Create and maintain technical documentation, including solution architectures, integration guides, and best practices. • Act as a consultant and subject matter expert for internal stakeholders in engineering, sales, and product to resolve technical deployment obstacles and improve Ema.

• Own your accounts end-to-end: every engagement, every outcome, every relationship. • Be the single point of contact the customer calls for any problem — delivery, quality, adoption, escalation, or expansion. • Maintain a holistic view of each account: engagement status, risk exposure, opportunity pipeline, and the customer’s strategic priorities for the quarter. • Run account planning: engagement roadmaps, resource forecasting, risk assessment, and growth strategy. • Staff and direct delivery teams across your accounts. • Oversee delivery quality across all engagements: review solution architectures, attend go-live rehearsals, ensure evaluation rigor. • Manage cross-engagement dependencies within an account. • Own post-go-live outcomes: adoption, ROI, accuracy, and user trust. • Run regular usage readouts: AI deflection rates, false positive/negative trends, HITL escalation patterns, user bypass rates, and trust signals. • Drive continuous improvement cycles: readout → diagnose → prioritize → fix → re-measure. • Run QBRs with VP/C-level stakeholders: present outcomes, risks, improvement plans, and the strategic roadmap. • Navigate internal customer politics: facilitate alignment around shared success metrics. • Handle C-level escalations.

• Own your accounts end-to-end: every engagement, every outcome, every relationship. Everything good or bad stops with you. • Be the single point of contact the customer calls for any problem — delivery, quality, adoption, escalation, or expansion. • Maintain a holistic view of each account: engagement status, risk exposure, opportunity pipeline, and the customer’s strategic priorities for the quarter. • Run account planning: engagement roadmaps, resource forecasting, risk assessment, and growth strategy. • Staff and direct delivery teams (Engineering Leads, Implementation Managers, AI Application Engineers) across your accounts. • Oversee delivery quality across all engagements: review solution architectures, attend go-live rehearsals, ensure evaluation rigor. • Manage cross-engagement dependencies within an account (e.g., shared integration infrastructure between parallel deployments). • Serve as the delivery escalation point: join war rooms, coordinate fixes across Engineering and Product, and communicate resolution to the customer. • Own post-go-live outcomes: adoption, ROI, accuracy, and user trust. This role absorbs the Outcomes Manager function for your accounts. • Run regular usage readouts: AI deflection rates, false positive/negative trends, HITL escalation patterns, user bypass rates, and trust signals. • Drive continuous improvement cycles: readout → diagnose → prioritize → fix → re-measure. • Run QBRs with VP/C-level stakeholders: present outcomes, risks, improvement plans, and the strategic roadmap. • Grow your book through outcome-driven expansion: deliver the first SOW excellently, measure ROI rigorously, present evidence to the C-suite, then propose the next SOW grounded in proven value. • Act as the voice of your customers to Product and Core Engineering. Translate field patterns into structured, actionable feedback — not one-off requests. • Coach Engineering Leads and Implementation Managers on architecture quality, customer communication, delivery discipline, and outcome thinking.

• Own delivery from design alignment through production rollout and stabilization • Ensure solutions align with Ema’s agentic architecture and platform capabilities • Develop a deep understanding of the customer’s business processes and constraints • Translate business workflows into feasible agentic AI workflows • Provide delivery-focused technical oversight without being the primary builder • Anticipate where AI implementations break — integrations, data quality, scale, edge cases • Act as the primary delivery point of contact for customer business and IT stakeholders • Coordinate across Engineering, Product, Data, Infrastructure, and Value Engineering • Coach stakeholders and teams during high-stress phases • Reduce chaos — not amplify it — when things go wrong • Communicate delivery progress, risks, and decisions clearly to all audiences • Track success through adoption signals and outcome-adjacent metrics, not just features • Provide day-to-day delivery leadership and mentorship • Promote shared standards, clear ownership, and delivery discipline

• Own outbound prospecting including defining set of target enterprise accounts • Develop account entry strategies and multi-thread across buying committees • Drive prospects from cold outreach through qualification to booked SQLs • Partner with Account Executives to ensure strong handoff and pipeline conversion • Manage, mentor, and develop a team of BDRs as the function grows • Lead weekly coaching, pipeline reviews, and performance improvement cadences • Ensure consistent SQL quality, messaging discipline, and outbound effectiveness • Help recruit, onboard, and ramp future BDR hires • Build scalable systems, playbooks, and best practices across the team