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 600,000+ vehicles worldwide. Our platforms — Rentway and Carpro — serve the world's 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 Emotion's first dedicated Revenue Operations hire — a founding role that will define how we scale our go-to-market engine from today's 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
- 4–7 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 don't just read them
- Experience supporting enterprise sales cycles (6–18 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 don't 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 ...
