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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
  • Establish truth in data integrity across Salesforce, Marketo, and Gong.io.
  • Design and own the forecasting architecture with a weekly cadence.
  • Build a standardized reporting hierarchy from the CEO’s needs to frontline dashboards.
  • Implement Salesforce data governance.
  • 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.
• 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.
  • Own separate Opportunity Record Types per motion in Salesforce.
  • Run a monthly cross-functional GTM alignment meeting.

What This Role Is Not

• Implement an intake process and maintain a visible quarterly roadmap.
• This is not sales operations with a rebrand.

Metrics You’ll Own

• Pipeline & Forecasting
  • Forecast accuracy (±10% target within two quarters).
  • Pipeline coverage by segment.
  • Pipeline velocity targeting +10% improvement QoQ.
  • Stage-to-stage conversion rates trended over time.
• Marketing (Marketo)
  • Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity rates.
  • Marketing-sourced and marketing-influenced pipeline.
  • Lead velocity rate.
  • Speed-to-lead SLA compliance.
• Sales (Salesforce + Gong)
  • Win rates by segment and motion.
  • Quota attainment distribution across the team.
  • Average selling price trends.
  • Sales cycle length by segment.
• Enablement (Gong)
  • Gong tracker adoption rates.
  • Talk-to-listen ratios and topic coverage.
  • Multi-threading indicators per deal stage.
• Unit Economics
  • CAC and CAC payback period by GTM motion.
  • LTV:CAC ratio by customer segment.
  • Magic Number.
  • Net Revenue Retention and Gross Revenue Retention.
  • S&M as % of revenue.

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 Are Company-First.
• You Are a Systems Thinker.
• You Are Cost-Conscious.

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.
• 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.
• Learn from top leaders in Salesforce DevOps and SaaS sales.
• Work on exciting challenges in a rapidly growing industry.