AI Go-to-Market Engineer

This is a fully remote position, open to applicants in Belarus.

📋 Description

• Within the first 30 days, deploy and personally train at least one AI SDR agent, focusing on either inbound qualification from Qualified/Marketo or outbound prospecting via Outreach, while conducting weekly refinement cycles until it surpasses the performance of the lower half of the human BDR team.

• Develop an AI-driven inbound qualification system that captures, scores, and routes every website visitor and form submission in real time, ensuring no lead is delayed or lost, and that AEs only engage with prospects who are prepared to purchase.

• Enhance revenue-generating time for each AE from approximately 25% to over 50% by automating CRM upkeep, call summaries (using Gong), follow-up sequences, proposal generation, and pipeline updates, thereby eliminating all non-revenue producing administrative tasks.

• Design the AI framework across Flosum's GTM stack (Salesforce, Marketo, Outreach, Qualified, Gong) to enable seamless data flow between systems without manual intervention, ensuring all customer interactions are recorded and that AI agents share insights in a continuous feedback loop with Salesforce as the central hub.

• Construct and manage an AI-based competitive intelligence engine that tracks our competitors, monitors pricing changes, and observes product launches, delivering structured insights to sales and product teams on a weekly basis.

• Implement hyper-personalized outbound campaigns at ten times the current volume without a proportional increase in headcount, leveraging AI to analyze accounts, craft personalized messages based on ICP signals (such as Salesforce team size, current DevOps tools, and compliance necessities like DORA), and orchestrate multi-channel outreach through email, LinkedIn, and phone.

• Establish a closed-loop data feedback system connecting BDR activities, pipeline results, and AI agent performance, enabling continuous improvement of ICP targeting, messaging, and channel strategies based on actual conversion data rather than assumptions.

• Deploy AI-assisted customer health scoring and churn prediction models that identify at-risk accounts before renewal, providing Terry's CS team with actionable intervention triggers linked to usage data, support ticket trends, and engagement indicators.

• Prototype AI-enhanced product-led growth touchpoints, including conversational qualification on the website, self-serve onboarding support, and automated nurturing for trial users, to bolster the PLG approach as it evolves.

• Assess, choose, and implement no more than two AI vendors per use case using a structured evaluation process that includes reference checks via email, FDE discussions prior to contract finalization, and 30-day dedicated training commitments, avoiding any negligent agency deployments.

⛳️ Requirements

• Proven hands-on experience in deploying and training AI SDR/BDR agents within a genuine B2B sales context, not just evaluating or advising, with at least 90 days of active deployment and iteration.

• Extensive knowledge of the contemporary B2B GTM stack, particularly Salesforce (as CRM and data hub), Marketo or a similar MAP, Outreach or Salesloft, Gong or Chorus, and real-time chat/qualification tools such as Qualified or Drift.

• Proficient in writing and maintaining production integrations in languages such as Python, JavaScript, or similar, to connect AI agents with CRM, MAP, and sequencing tools via APIs. While not required to be a software engineer, you must be able to deliver functional code rather than merely configuring no-code solutions.

• Understanding of pipeline metrics and unit economics, allowing you to backtrack from a revenue goal to the required SQLs, conversion rates at each stage, and the specific AI interventions needed to influence these numbers. If someone states, "we need 67 SQLs per quarter at a 20% win rate and $75K ASD," you should instantly recognize how AI can optimize that funnel.

• Experience in orchestrating AI agents, managing multiple agents handling different segments or functions simultaneously, resolving conflicts, preventing duplicate outreach, and ensuring data quality within the hub (Salesforce).

• Proven ability to develop prompt libraries, training datasets, and refinement processes for AI agents, treating agent training as an ongoing discipline rather than a one-time setup.

• Comfortable working in a company generating approximately $4M ARR with a small, high-intensity team. You will not have extensive support staff; your focus will be on performing tasks yourself and scaling through automation rather than delegation.

• Strong opinions on when AI should replace human effort versus when it should augment it, along with the discernment to understand that poor AI automation can jeopardize deals more quickly than a lack of automation.

• Familiarity with the Salesforce ecosystem, including an understanding of DevOps, CI/CD, data protection, and compliance workflows, is a significant advantage. While not necessary to be a Salesforce administrator, you should comprehend what our buyers prioritize and why.

🏝️ Benefits

• A category-defining opportunity: You will influence the future of how enterprises operate on Salesforce. This role is not about incremental changes; it is about transformation.

• Direct collaboration with the CEO: You will work closely with a founder who is technically proficient, product-centric, and dedicated to creating the leading platform within the Salesforce ecosystem.

• Access to a Fortune 100 customer base: Your product decisions will directly shape how the world's largest and most complex organizations function.

• An AI inflection point: Agentforce and autonomous agents are changing the game. Flosum is the first native platform to integrate these capabilities, and you will help define the next steps.

• A missionary culture: We seek individuals who aspire to make a significant impact rather than just enhance their resumes. If you desire a workplace where your contributions matter and your ideas are valued, this is the place for you.

• Competitive base salary plus performance bonuses.

• Direct access to Salesforce ecosystem events, conferences (Dreamforce, TrailblazerDX), and customer engagement opportunities.