Revenue Operations Associate

About Flosum

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 & Archive, and Data Migrator — give enterprises the confidence to accelerate delivery, simplify compliance, and scale Salesforce with precision.

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, Hilton, Cushman & 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.

The Opportunity

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

1. Data, Reporting & Forecasting — Your Primary Mandate

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:

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

You don’t run campaigns — you govern the infrastructure that makes marketing measurable and accountable:

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

You are the steward of how Flosum’s revenue actually gets created — not a gatekeeper, but the person who builds the standards:

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