AI Go-to-Market Engineer

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

📋 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 through Outreach, while conducting weekly refinement cycles until its performance surpasses the bottom half of the human BDR team.

• Develop an AI-driven inbound qualification system that efficiently captures, scores, and routes every website visitor and form submission in real time, ensuring no lead is overlooked, no lead is delayed, and AEs only engage with prospects ready to make a purchase.

• Enhance the revenue-generating time per AE from the current ~25% to over 50% by automating CRM hygiene, call summarization (using Gong), follow-up sequencing, proposal drafting, and pipeline updates, thereby eliminating all administrative tasks that do not directly generate revenue.

• Design the AI layer across Flosum's GTM stack (Salesforce, Marketo, Outreach, Qualified, Gong) to facilitate seamless data flow between systems without manual intervention, ensuring every customer interaction is recorded and AI agents share insights back to Salesforce as the central hub.

• Create and oversee an AI-driven competitive intelligence tool that tracks our competitors, monitors pricing changes, and reports on product launches, delivering structured insights to sales and product teams on a weekly basis.

• Generate hyper-personalized outbound campaigns at ten times the current volume without a proportional increase in headcount, utilizing AI to analyze accounts, craft personalized messaging based on ICP signals (Salesforce team size, existing DevOps tools, compliance requirements like DORA), and orchestrate multi-channel outreach via email, LinkedIn, and phone.

• Implement a closed-loop data feedback system linking BDR activities, pipeline results, and AI agent performance to continuously enhance ICP targeting, messaging, and channel strategy based on actual conversion metrics rather than assumptions.

• Launch AI-assisted customer health scoring and churn prediction models that identify at-risk accounts prior to renewal, providing Terry's CS team with actionable intervention triggers based on usage patterns, support ticket trends, and engagement metrics.

• Prototype AI-driven product-led growth touchpoints, including conversational qualification on the website, self-service onboarding support, and automated nurturing for trial users, as the PLG initiative evolves.

• Assess, select, and implement a maximum of two AI vendors per use case through a structured bake-off process, which includes reference checks via email, discussions with FDE prior to contract signing, and 30-day dedicated training arrangements — avoiding any lazy agency deployments.

⛳️ Requirements

• Practical experience in deploying and training AI SDR/BDR agents within a genuine B2B sales context — not merely evaluating or advising, but actively deploying and refining weekly for a minimum of 90 days.

• Profound understanding of the contemporary B2B GTM stack — particularly Salesforce (as CRM and data hub), Marketo or an equivalent MAP, Outreach or Salesloft, Gong or Chorus, and live chat/qualification tools such as Qualified or Drift.

• Proficiency in writing and managing production integrations — Python, JavaScript, or a similar language — to connect AI agents with CRM, MAP, and sequencing tools via APIs. While you don’t need to be a software engineer, you must be capable of delivering functional code, not just configuring no-code solutions.

• Knowledge of pipeline mathematics and unit economics: you should be able to reverse engineer from a revenue target to the required SQLs, conversion rates per stage, and the specific AI interventions that influence each metric. For instance, if someone states "we need 67 SQLs per quarter at a 20% win rate and $75K ASD," you should instantly recognize how AI can streamline that funnel.

• Experience in orchestrating AI agents — overseeing multiple AI agents operating across different segments or functions simultaneously, resolving conflicts, preventing overlapping outreach, and maintaining data integrity in the hub (Salesforce).

• Proven ability to develop prompt libraries, training datasets, and refinement workflows for AI agents, treating agent training as a systematic discipline rather than a one-off setup.

• Comfort working in a company generating around $4M ARR with a small, high-intensity team. You will not have extensive support staff; you will execute tasks independently and scale through automation rather than delegation.

• Strong viewpoints on when AI should replace human effort versus when it should augment it, coupled with the discernment to understand that poorly implemented AI automation can jeopardize deals faster than the absence of automation altogether.

• Familiarity with the Salesforce ecosystem — a grasp of DevOps, CI/CD, data protection, and compliance workflows is a significant advantage. You don't need to be a Salesforce administrator, but you should understand what our buyers value and why.

🏝️ Benefits

• Category-defining opportunity: You will influence the future of enterprise development on Salesforce. This role is not about incremental changes; it is about transformative impact.

• Direct CEO collaboration: You will work closely with a founder who is highly technical, product-focused, and dedicated to creating the best platform within the Salesforce ecosystem.

• Fortune 100 customer base: Your product decisions will significantly affect how the world's largest and most complex organizations function.

• AI inflection point: Agentforce and autonomous agents are changing the landscape. Flosum is the first native platform to incorporate these capabilities. You will help determine the next steps.

• Mission-driven culture: We seek individuals who aspire to make a significant impact, not just enhance their resumes. If you desire a workplace where your contributions are valued and your ideas are acknowledged, 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.