What You’ll Own
1. Data, Reporting & Forecasting — Your Primary Mandate
- Design and own the forecasting architecture: weighted pipeline using actual historical conversion rates, forecast categories (Commit, Best Case, Upside), and a weekly cadence that drives ±10% accuracy within two quarters
- Build a standardized reporting hierarchy from the CEO’s decision-making needs down to frontline dashboards — eliminating the proliferation of reports nobody trusts
- Implement Salesforce data governance: mandatory stage-exit criteria, validation rules, controlled picklists, and loss-reason capture on every Closed Lost opportunity
- Segment reporting and forecasting by GTM motion — PLG self-serve revenue behaves differently from enterprise outbound and must be modeled and tracked separately
- Build and maintain the unit economics dashboard: CAC by motion, CAC payback period, LTV:CAC ratio, Magic Number, NRR/GRR, and S&M efficiency trends
2. Marketing Performance & Marketo Operations
- Own the full lead lifecycle in Marketo: definitions, entry/exit criteria, and scoring model governance (with separate demographic and behavioral scores calibrated monthly against SQL conversion rates)
- Own Marketo-Salesforce sync governance: field mapping audits, sync log review, and API consumption monitoring
- Own multi-touch attribution: first-touch, last-touch, and influence models consistently applied across all four GTM motions
- Build and enforce speed-to-lead SLAs and SAL acceptance standards; build recycle plays for disqualified leads
- Monitor and report marketing funnel performance — lead volume, MQL-to-SQL conversion, channel efficiency, and marketing-sourced vs. marketing-influenced pipeline — and escalate anomalies before they show up in quarterly misses
3. Sales Process Governance
- Design and enforce stage definitions with mandatory exit criteria; build deal desk processes for non-standard pricing and terms
- Own territory design, quota allocation methodology, and annual capacity planning — including ramp rates, hiring timelines, and coverage ratio targets by segment
- Run the weekly pipeline review cadence with sales leadership: stage conversion anomalies, stale deals, and forecast accuracy
- Design compensation plans that drive the right behaviors across all four GTM motions — with clear rules of engagement for multi-touch deals where outbound, inbound, PLG, and partner motions converge on the same account
4. Enablement Execution Through Gong.io
- Create Gong AI Trackers for the specific language, frameworks, and discovery questions reps should be using — and build adoption dashboards segmented by rep, team, and region
- Surface the gap between what was trained and what is actually happening on calls, and work with sales managers to close it with specific, Gong-sourced coaching examples
- Use Gong deal boards for pipeline inspection: multi-threading health, next-steps coverage, competitor mentions, and conversation-based risk signals layered onto CRM data
- Build the feedback loop: Enablement trains → Gong measures → RevOps reports gaps → Managers coach with specific call evidence → Enablement iterates. Without this loop, enablement is a cost center. With it, it’s a growth driver.
5. GTM Alignment Across All Four Motions
- Build account-level ownership rules and real-time routing logic to prevent motion collisions (e.g., SDRs prospecting into accounts already working inbound MQLs, AEs working accounts with active PLG users)
- Design PQL routing logic with product usage trigger thresholds, account-level checks, and comp plan rules for sales-assisted PLG conversions
- Build deal registration governance and conflict resolution SLAs for the partner channel
- Own separate Opportunity Record Types per motion in Salesforce with unified roll-up reporting
- Run a monthly cross-functional GTM alignment meeting with sales, marketing, CS, and partner leadership — reviewing funnel health per motion and resolving ownership disputes before they fester
Metrics You’ll Own
Pipeline & Forecasting
- Forecast accuracy (±10% target within two quarters)
- Pipeline coverage by segment (3× SMB, 4× mid-market, 5× enterprise)
- Pipeline velocity: (Opportunities × Deal Size × Win Rate) ÷ Cycle Length, targeting +10% improvement QoQ
- Stage-to-stage conversion rates trended over time
Marketing (Marketo)
- Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-Close rates by motion and channel
- Marketing-sourced and marketing-influenced pipeline (targets: 30–50% sourced, 50–70% influenced)
- Lead velocity rate (month-over-month qualified lead growth)
- Speed-to-lead SLA compliance and SAL acceptance rate
Sales (Salesforce + Gong)
- Win rates by segment and motion
- Quota attainment distribution across the team (healthy target: 70–75% of reps at quota)
- Average selling price trends and discounting rate
- Sales cycle length by segment
Enablement (Gong)
- Gong tracker adoption rates for key messaging and methodology by rep, team, and region
- Talk-to-listen ratios and topic coverage by deal stage
- Multi-threading indicators per deal stage
Unit Economics
- CAC and CAC payback period by GTM motion
- LTV:CAC ratio by customer segment (target ≥3:1)
- Magic Number (Net New ARR × 4 ÷ prior quarter S&M spend; target >1.0)
- Net Revenue Retention and Gross Revenue Retention
- S&M as % of revenue (tracking toward 35% as we scale)
What We’re Looking For
- 5–10+ years in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment
- Direct experience operating across multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG)
- Hands-on Salesforce configuration experience — you can build Flows, design the data model, and implement validation rules without delegating everything to a developer
- Marketo (or equivalent marketing automation) operational experience: lifecycle architecture, lead scoring, and Marketo-Salesforce sync governance
- Gong.io (or equivalent conversation intelligence tool) experience: tracker creation, coaching dashboards, and deal inspection
- Demonstrated experience building a forecasting methodology from scratch — not just inheriting one
- Financial modeling comfort: unit economics, capacity planning, quota modeling, and comp plan design
- Experience at a company with $15M–$75M in ARR; you have built things with your hands, not just directed others to build them
Strongly Preferred
- Experience in the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics
- Experience designing and governing partner/channel ops within a multi-motion GTMmodel
- SQL proficiency or experience with a BI tool (Tableau, Looker, Sigma, or equivalent)
- Prior experience designing and administering sales compensation plans
The Mindset We’re Hiring For
You Are a Builder
You ask “Why does this exist, and should we rebuild it?” before touching a tool. You ship minimum viable systems and iterate relentlessly rather than designing perfect architectures that never launch.
You Are Company-First
Your loyalty is to revenue truth, not to any individual department leader. You present the forecast even when it’s uncomfortable. You push back when requests don’t serve the company’s priorities.
You Are a Systems Thinker
You see the revenue engine as an interconnected system. Changing lead scoring thresholds ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You trace causes, not just symptoms
You Are Cost-Conscious
You evaluate every tool, hire, and program through a unit economics lens. You resist “just add a tool” thinking. Flosum is self-funded and profitable — efficiency isn’t a constraint, it’s a competitive advantage.
What You'll Get
The authority and executive visibility to actually build — reporting directly to the CEO.
Competitive base salary + performance-based variable compensation + equity
A fully 🏠 Remote-First, global team that moves fast and operates with high trust
The chance to build the GTM operating infrastructure of a profitable, self-funded 📈 B2B SaaS / ISV 🛠 Salesforce Ecosystem with a category-leading product and enterprise customer base
Daily exposure to top leaders in Salesforce DevOps and B2B SaaS operations
What We Offer
- Opportunity to shape the digital strategy at a high-growth Salesforce ISV.
- Collaborative, innovative, and mission-driven culture.
- Competitive compensation and benefits.
- Career growth in a fast-scaling company serving global enterprises.
Extras (Benefits & Perks)
- Competitive compensation, incentive structure, and company equity
- Daily coaching, mentorship, and growth opportunity
- Be part of a global, mission-driven team
- Learn from top leaders in Salesforce DevOps and SaaS sales
- Work on exciting challenges in a rapidly growing industry