[Hiring] Revenue Operations Associate @Flosum

Role Description

Flosum is at an inflection point. We have multiple product lines gaining traction across enterprise and mid-market segments, four active go-to-market motions — outbound sales, inbound/marketing-led, channel/partners, and product-led growth — and a lean, high-performing team that moves with urgency. What we need now is the operating infrastructure to match our ambition. We’re hiring a Director of Revenue Operations to be the architect of our revenue engine: the person who transforms disconnected GTM motions into a single, data-driven, capital-efficient machine. This is a builder role — not a maintainer role. You will design systems that don’t yet exist, enforce standards that currently aren’t enforced, and build the reporting infrastructure that makes every decision at Flosum smarter. This role reports directly to the CEO and is the highest-leverage operations hire we will make. You will touch every dollar of pipeline, every GTM motion, and every customer-facing team.

What You’ll Own

• Data, Reporting & Forecasting — Your Primary Mandate
  • Audit Salesforce, Marketo, and Gong.io to identify data integrity issues and rebuild the foundation.
  • Design and own the forecasting architecture with 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.
  • Implement Salesforce data governance with mandatory stage-exit criteria and validation rules.
  • Segment reporting and forecasting by GTM motion.
  • Build and maintain the unit economics dashboard.
• Marketing Performance & Marketo Operations
  • Own the full lead lifecycle in Marketo.
  • Govern Marketo-Salesforce sync.
  • Own multi-touch attribution models.
  • Build and enforce speed-to-lead SLAs and SAL acceptance standards.
  • Monitor and report marketing funnel performance.
• Sales Process Governance
  • Design and enforce stage definitions with mandatory exit criteria.
  • Own territory design and quota allocation methodology.
  • Run the weekly pipeline review cadence with sales leadership.
  • Design compensation plans that drive the right behaviors across all GTM motions.
• Enablement Execution Through Gong.io
  • Create Gong AI Trackers for specific language and frameworks.
  • Surface gaps between training and actual call performance.
  • Use Gong deal boards for pipeline inspection.
  • Build the feedback loop for enablement.
• GTM Alignment Across All Four Motions
  • Build account-level ownership rules and real-time routing logic.
  • Design PQL routing logic for sales-assisted PLG conversions.
  • Build deal registration governance and conflict resolution SLAs.
  • Run a monthly cross-functional GTM alignment meeting.

What This Role Is Not

• This is not sales operations with a rebrand; you serve the company, not any single department leader.
• You will implement an intake process and maintain a visible quarterly roadmap.

Metrics You’ll Own

• Forecast accuracy (±10% target within two quarters).
• Pipeline coverage by segment.
• Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-Close rates.
• Win rates by segment and motion.
• Gong tracker adoption rates for key messaging.
• CAC and CAC payback period by GTM motion.

Qualifications

• 5–10+ years in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment.
• Direct experience operating across multiple GTM motions simultaneously.
• Hands-on Salesforce configuration experience.
• Marketo operational experience.
• Gong.io experience.
• Demonstrated experience building a forecasting methodology from scratch.
• Financial modeling comfort.
• Experience at a company with $15M–$75M in ARR.

Strongly Preferred

• Experience in the Salesforce ecosystem.
• Experience designing and governing partner/channel ops.
• SQL proficiency or experience with a BI tool.
• Prior experience designing and administering sales compensation plans.

The Mindset We’re Hiring For

• You Are a Builder: You ship minimum viable systems and iterate relentlessly.
• You Are Company-First: Your loyalty is to revenue truth.
• You Are a Systems Thinker: You see the revenue engine as an interconnected system.
• You Are Cost-Conscious: You evaluate every tool and program through a unit economics lens.

What We Offer

• Competitive base salary + performance-based variable compensation + equity.
• A fully remote-first, global team.
• The chance to build the GTM operating infrastructure of a profitable, self-funded Salesforce ISV.
• Daily exposure to top leaders in Salesforce DevOps and B2B SaaS operations.

Extras (Benefits & Perks)

• Competitive compensation, incentive structure, and company equity.
• Daily coaching, mentorship, and growth opportunity.
• Be part of a global, mission-driven team.
• Work on exciting challenges in a rapidly growing industry.