Director of Revenue Operations, Flosum

• 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
• 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
• 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 see the revenue engine as an interconnected system. Changing lead scoring
• 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

Desirable

• 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
• 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
• 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
• 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
• 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
• 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:
• 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
• Running outbound, inbound, channel, and PLG simultaneously creates real operational complexity. You will design the systems that prevent chaos:
• 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
• We want to be honest about scope. A great RevOps leader at Flosum will push back when the role is being misused:
• 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
• 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
• Metrics You’ll Own
• 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
• 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
• 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
• 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
• 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)