Director, Revenue Operations
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Job Description
Director of Revenue Operations leading Flosum's revenue infrastructure, transforming GTM motions into a data-driven engine. Collaborating directly with the CEO and all customer-facing teams for operational excellence.
Responsibilities:
- 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.
Requirements:
- 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
- Strongly Preferred
- Experience in the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics
- Experience designing and governing partner/channel ops within a multi-motion GTM model
- SQL proficiency or experience with a BI tool (Tableau, Looker, Sigma, or equivalent)
- Prior experience designing and administering sales compensation plans
Benefits:
- Competitive base salary + performance-based variable compensation + equity
- A fully remote-first, global team that moves fast and operates with high trust
- The chance to build the GTM operating infrastructure of a profitable, self-funded Salesforce ISV with a category-leading product and enterprise customer base
- Daily exposure to top leaders in Salesforce DevOps and B2B SaaS operations
- Opportunity to shape the digital strategy at a high-growth Salesforce ISV.
- Collaborative, innovative, and mission-driven culture.
- Competitive compensation and benefits.
- Career growth in a fast-scaling company serving global enterprises.
- 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
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