AI Go-to-Market Engineer

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

📋 Description

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

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

• Enhance the revenue-generating time for each AE from approximately 25% to over 50% by automating tasks such as CRM hygiene, call summarization (using Gong), follow-up sequencing, proposal drafting, and pipeline updates, thereby eliminating all non-revenue generating administrative work.

• Design the AI layer across Flosum's go-to-market stack (Salesforce, Marketo, Outreach, Qualified, Gong) to ensure seamless data flow between systems without manual effort, capturing every customer interaction, and enabling AI agents to share insights in a continuous loop with Salesforce as the central hub.

• Create and uphold an AI-driven competitive intelligence engine that observes our competition, pricing adjustments, and 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, leveraging AI to research accounts, produce tailored messaging based on ICP signals (Salesforce team size, existing DevOps tools, compliance requirements such as 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 effectiveness, ensuring that ICP targeting, messaging, and channel strategy improve weekly 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, providing actionable intervention triggers for Terry's CS team based on usage data, support ticket trends, and engagement signals.

• Prototype AI-driven product-led growth touchpoints, such as conversational qualification on the website, self-service onboarding assistance, and automated nurturing for trial users, to support the evolution of the PLG approach.

• Assess, select, and implement no more than two AI vendors per use case employing a structured bakeoff approach, including reference checks via email, FDE discussions prior to contract agreements, and 30-day dedicated training commitments, avoiding hasty agency implementations.

⛳️ Requirements

• Proven hands-on experience in deploying and training AI SDR/BDR agents in a genuine B2B sales setting — not just evaluating or advising, but actively deploying and refining weekly for a minimum of 90 days.

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

• Proficiency in writing and maintaining production integrations — using Python, JavaScript, or similar languages — to connect AI agents with CRM, MAP, and sequencing tools through APIs. While a software engineer background is not required, the ability to produce functional code, rather than just configuring no-code tools, is essential.

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

• Experience in orchestrating AI agents — overseeing multiple AI agents functioning across different segments or roles simultaneously, resolving conflicts, preventing duplicate outreach, and ensuring data integrity within the hub (Salesforce).

• Proven track record in creating prompt libraries, training datasets, and refinement workflows for AI agents — treating the training of agents as a systematic discipline, not merely a one-time setup.

• Comfort working in a company generating approximately $4M ARR with a small, high-intensity team. Expect to handle work personally and scale through automation rather than delegation.

• Strong perspectives on when AI should replace human input versus when it should augment it — coupled with the discernment to recognize that poorly implemented AI automation can jeopardize deals faster than having no automation at all.

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

🏝️ Benefits

• A category-defining opportunity: You will influence the future of enterprise development on Salesforce. This role is not just about incremental changes; it’s transformative.

• Direct partnership with the CEO: You will collaborate closely with a founder who is deeply 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 complex organizations function.

• An AI inflection point: Agentforce and autonomous agents are redefining industry standards. Flosum stands as the first native platform to integrate these capabilities, and you will help shape what follows.

• A missionary culture: We seek individuals who aim to make a significant impact, not just enhance their resumes. If you desire a workplace where your efforts are meaningful and your ideas are valued, 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 opportunities.