AI Go-to-Market Engineer

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

📋 Description

• Within the first 30 days, deploy and personally train a minimum of one AI SDR agent, concentrating on either inbound qualification from Qualified/Marketo or outbound prospecting through Outreach, while conducting weekly refinement cycles until it surpasses the performance of the bottom 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 overlooked, no lead is lost, and AEs only engage with prospects ready to make a purchase.

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

• Design the AI layer across Flosum's GTM stack (Salesforce, Marketo, Outreach, Qualified, Gong) to enable seamless data flow between systems without manual intervention, ensure every customer interaction is recorded, and allow AI agents to share insights in a continuous loop with Salesforce as the central hub.

• Create and manage an AI-driven competitive intelligence engine that tracks our competitors, pricing adjustments, and product launches, providing 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 research 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 mechanism connecting BDR activities, pipeline results, and AI agent performance, allowing for continuous improvement of ICP targeting, messaging, and channel strategies based on actual conversion data rather than assumptions.

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

• Develop AI-powered product-led growth touchpoints, including conversational qualification on the website, self-service onboarding support, and automated nurturing for trial users, facilitating the maturation of the PLG strategy.

• Assess, choose, and implement no more than two AI vendors per use case using a structured bakeoff process: conduct reference checks via email, have FDE discussions before signing contracts, and ensure 30-day dedicated training commitments — avoiding passive agency deployments.

⛳️ Requirements

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

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

• Capability to write and maintain production integrations — using Python, JavaScript, or similar languages — to connect AI agents to CRM, MAP, and sequencing tools via APIs. You don’t have to be a software engineer, but you must be able to deliver functional code instead of merely configuring no-code solutions.

• Comprehension of pipeline mathematics and unit economics: you should be able to backtrack from a revenue goal to SQLs needed, conversion rates by stage, and the specific AI interventions that influence each figure. 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 — managing multiple agents working on different segments or functions simultaneously, resolving conflicts, preventing duplicate outreach, and ensuring data quality in the hub (Salesforce).

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

• Comfort working in a company with approximately $4M ARR alongside a small, high-performance team. You will not have extensive support staff; your focus will be on executing tasks personally and scaling through automation, not delegation.

• Strong perspectives on when AI should substitute human effort versus augment it — and the discernment to recognize that poor AI automation can jeopardize deals more swiftly than the absence of automation.

• Familiarity with the Salesforce ecosystem — having an understanding 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 comprehend what our buyers value and why.

🏝️ Benefits

• A category-defining opportunity: You will influence the future of how enterprises build on Salesforce. This is not just incremental; it’s transformational.

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

• Access to a Fortune 100 customer base: Your product decisions will have a direct impact on how the world's largest and most intricate organizations operate.

• An AI inflection point: Agentforce and autonomous agents are redefining the landscape. Flosum is the first native platform to incorporate these capabilities. You will play a key role in shaping what comes next.

• A missionary culture: We hire individuals who aspire to make a significant impact, not just enhance their resumes. If you seek an environment where your contributions are valued and your ideas are acknowledged, this is the right place for you.

• Competitive base salary plus performance bonus.

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