Director, Revenue Operations at Flosum

United States

<p>About Flosum</p><p>Flosum is the only end-to-end platform purpose-built for Salesforce — trusted by Fortune 1000 enterprises, federal agencies, and high-growth organizations around the world. Our five integrated products — DevOps, Security Orchestration, CodeScan, Backup &amp; Archive, and Data Migrator — give enterprises the confidence to accelerate delivery, simplify compliance, and</p><p>scale Salesforce with precision.<br /></p><p>Founded in Silicon Valley and proudly self-funded, Flosum operates on a single guiding principle: your success is our success. We’re not optimizing for investor optics. We move fast, build with conviction, and put our customers at the center of every decision. The result is a 4.97-star rating on the Salesforce AppExchange and a customer roster that includes Cargill,</p><p>Hilton, Cushman &amp; Wakefield, and some of the largest federal agencies in the country. We serve enterprise IT leaders, Salesforce architects, DevOps teams, compliance officers, and government agencies — anyone whose organization depends on Salesforce operating securely, efficiently, and at scale.</p><p>The Opportunity</p><p>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</p><p>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.</p><p></p><p>What You’ll Own</p><p>1. Data, Reporting &amp; Forecasting — Your Primary Mandate</p><p>Your first 90 days are about establishing truth. Flosum runs on Salesforce, Marketo, and Gong.io. You will audit each, identify where data integrity breaks down, and rebuild the foundation:</p><p>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</p><p></p><p>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,</p><p>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</p><p>Build and maintain the unit economics dashboard: CAC by motion, CAC payback period, LTV:CAC ratio, Magic Number, NRR/GRR, and S&amp;M efficiency trends</p><p></p><p>2. Marketing Performance &amp; Marketo Operations</p><p>You don’t run campaigns — you govern the infrastructure that makes marketing measurable and accountable:</p><p>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)</p><p></p><p>Own Marketo-Salesforce sync governance: field mapping audits, sync log review, and API consumption monitoring</p><p></p><p>Own multi-touch attribution: first-touch, last-touch, and influence models consistently applied across all four GTM motions</p><p></p><p>Build and enforce speed-to-lead SLAs and SAL acceptance standards; build recycle plays for disqualified leads</p><p></p><p>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</p><p></p><p>3. Sales Process Governance</p><p>You are the steward of how Flosum’s revenue actually gets created — not a gatekeeper, but the person who builds the standards:</p><p></p><p>Design and enforce stage definitions with mandatory exit criteria; build deal desk processes for non-standard pricing and terms</p><p></p><p>Own territory design, quota allocation methodology, and annual capacity planning — including ramp rates, hiring timelines, and coverage ratio targets by segment</p><p></p><p>Run the weekly pipeline review cadence with sales leadership: stage conversion anomalies, stale deals, and forecast accuracy</p><p></p><p>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</p><p></p><p>4. Enablement Execution Through Gong.io</p><p>At Flosum, enablement has historically been about delivery — training sessions, playbooks, messaging. You will own the other half: measurement and execution. After any messaging launch or methodology change, you will:</p><p></p><p>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</p><p></p><p>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</p><p></p><p>Use Gong deal boards for pipeline inspection: multi-threading health, next-steps coverage, competitor mentions, and conversation-based risk signals layered onto CRM data</p><p></p><p>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.</p><p></p><p>5. GTM Alignment Across All Four Motions</p><p>Running outbound, inbound, channel, and PLG simultaneously creates real operational complexity. You will design the systems that prevent chaos:</p><p></p><p>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)</p><p></p><p>Design PQL routing logic with product usage trigger thresholds, account-level checks, and comp plan rules for sales-assisted PLG conversions</p><p></p><p>Build deal registration governance and conflict resolution SLAs for the partner channel</p><p></p><p>Own separate Opportunity Record Types per motion in Salesforce with unified roll-up reporting</p><p></p><p>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</p><p></p><p>What This Role Is Not</p><p>We want to be honest about scope. A great RevOps leader at Flosum will push back when the role is being misused:</p><p>You will implement an intake process, maintain a visible quarterly roadmap of four to five initiatives, and force trade-off conversations when new requests arrive. You say “not now” to good ideas that aren’t the most important idea.</p><p></p><p>This is not sales operations with a rebrand. You serve the company, not any single department leader. Your loyalty is to revenue truth — even when the forecast is uncomfortable to present.</p><p></p><p>Metrics You’ll Own</p><p>Pipeline &amp; Forecasting</p><p>Forecast accuracy (±10% target within two quarters)</p><p></p><p>Pipeline coverage by segment (3× SMB, 4× mid-market, 5× enterprise)</p><p></p><p>Pipeline velocity: (Opportunities × Deal Size × Win Rate) ÷ Cycle Length, targeting +10% improvement QoQ</p><p></p><p>Stage-to-stage conversion rates trended over time</p><p></p><p>Marketing (Marketo)</p><p>Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-Close rates by motion and channel</p><p></p><p>Marketing-sourced and marketing-influenced pipeline (targets: 30–50% sourced, 50–70% influenced)</p><p></p><p>Lead velocity rate (month-over-month qualified lead growth)</p><p></p><p>Speed-to-lead SLA compliance and SAL acceptance rate</p><p></p><p>Sales (Salesforce + Gong)</p><p></p><p>Win rates by segment and motion</p><p></p><p>Quota attainment distribution across the team (healthy target: 70–75% of reps at quota)</p><p></p><p>Average selling price trends and discounting rate</p><p></p><p>Sales cycle length by segment</p><p></p><p>Enablement (Gong)</p><p></p><p>Gong tracker adoption rates for key messaging and methodology by rep, team, and region</p><p></p><p>Talk-to-listen ratios and topic coverage by deal stage</p><p></p><p>Multi-threading indicators per deal stage</p><p></p><p>Unit Economics</p><p></p><p>CAC and CAC payback period by GTM motion</p><p></p><p>LTV:CAC ratio by customer segment (target ≥3:1)</p><p></p><p>Magic Number (Net New ARR × 4 ÷ prior quarter S&amp;M spend; target &gt;1.0)</p><p></p><p>Net Revenue Retention and Gross Revenue Retention</p><p></p><p>S&amp;M as % of revenue (tracking toward 35% as we scale)</p> <p>What We’re Looking For</p><p></p><p>5–10+ years in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment</p><p></p><p>Direct experience operating across multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG)</p><p></p><p>Hands-on Salesforce configuration experience — you can build Flows, design the data model, and implement validation rules without delegating everything to a developer</p><p></p><p>Marketo (or equivalent marketing automation) operational experience: lifecycle architecture, lead scoring, and Marketo-Salesforce sync governance</p><p></p><p>Gong.io (or equivalent conversation intelligence tool) experience: tracker creation, coaching dashboards, and deal inspection</p><p></p><p>Demonstrated experience building a forecasting methodology from scratch — not just inheriting one</p><p></p><p>Financial modeling comfort: unit economics, capacity planning, quota modeling, and comp plan design</p><p></p><p>Experience at a company with $15M–$75M in ARR; you have built things with your hands, not just directed others to build them</p><p></p><p>Strongly Preferred</p><p>Experience in the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics</p><p></p><p>Experience designing and governing partner/channel ops within a multi-motion GTMmodel</p><p></p><p>SQL proficiency or experience with a BI tool (Tableau, Looker, Sigma, or equivalent)</p><p></p><p>Prior experience designing and administering sales compensation plans</p><p></p><p>The Mindset We’re Hiring For</p><p>You Are a Builder</p><p>You ask “Why does this exist, and should we rebuild it?” before touching a tool. You ship minimum viable systems and iterate</p><p>relentlessly rather than designing perfect architectures that never launch.</p><p>You Are Company-First</p><p>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.</p><p>You Are a Systems Thinker</p><p>You see the revenue engine as an interconnected system. Changing lead scoring</p><p>You Are Cost-Conscious</p><p>You evaluate every tool, hire, and program through a unit economics lens. You resist “just thresholds ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You trace causes, not just symptoms add a tool” thinking. Flosum is self-funded and profitable — efficiency isn’t a constraint, it’s a competitive advantage.</p><p></p> <p>Build the Operating System for Flosum’s Next Phase of Growth</p><p>🏠 Remote-First 📈 B2B SaaS / ISV 🛠 Salesforce Ecosystem</p><p>What You'll Get</p><p>The authority and executive visibility to actually build — reporting directly to the CEO.</p><p>Competitive base salary + performance-based variable compensation + equity</p><p>A fully remote-first, global team that moves fast and operates with high trust</p><p>The chance to build the GTM operating infrastructure of a profitable, self-funded</p><p>Salesforce ISV with a category-leading product and enterprise customer base</p><p>Daily exposure to top leaders in Salesforce DevOps and B2B SaaS operations</p>What We Offer<ul><li>Opportunity to shape the digital strategy at a high-growth Salesforce ISV.</li><li>Collaborative, innovative, and mission-driven culture.</li><li>Competitive compensation and benefits.</li><li>Career growth in a fast-scaling company serving global enterprises.</li></ul>Extras (Benefits &amp; Perks)<ul><li>Competitive compensation, incentive structure, and company equity</li><li>Daily coaching, mentorship, and growth opportunity</li><li>Be part of a global, mission-driven team</li><li>Learn from top leaders in Salesforce DevOps and SaaS sales</li><li>Work on exciting challenges in a rapidly growing industry</li></ul><p></p>