AI Go-to-Market Engineer

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

📋 Description

• Implement and personally train a minimum of one AI SDR agent within the initial 30 days — concentrating on either inbound qualification through Qualified/Marketo or outbound prospecting using Outreach — and conduct 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 that no lead is delayed, lost, and that AEs engage only with prospects who are prepared to purchase.

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

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

• Create and sustain an AI-driven competitive intelligence system that tracks our competitors, pricing modifications, and product launches — providing structured insights to sales and product teams weekly.

• 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 (such as Salesforce team size, existing DevOps tools, and compliance requirements like DORA), and orchestrate multi-channel outreach across 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 mix based on actual conversion metrics — eliminating guesswork.

• Roll out 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 tied to usage data, support ticket trends, and engagement indicators.

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

• Assess, choose, and implement a maximum of two AI vendors per use case utilizing a structured bakeoff process: reference checks via email, FDE discussions before contracts, and 30-day dedicated training commitments — avoiding superficial agency deployments.

⛳️ Requirements

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

• Comprehensive knowledge of the contemporary B2B GTM stack — particularly Salesforce (as the CRM and data center), Marketo or its equivalent MAP, Outreach or Salesloft, Gong or Chorus, and live chat/qualification tools like Qualified or Drift.

• Proficiency in writing and maintaining production integrations — using Python, JavaScript, or similar — to connect AI agents to CRM, MAP, and sequencing tools through APIs. While you don't need to be a software engineer, you should be able to deliver functional code, not just configure no-code solutions.

• Familiarity with pipeline metrics and unit economics: you should be capable of reverse-engineering from a revenue target to the required SQLs, conversion rates by stage, and the specific AI interventions that can influence each metric. If someone states "we need 67 SQLs per quarter at a 20% win rate and $75K ASD," you should instantly know how AI can streamline that funnel.

• Experience in orchestrating AI agents — overseeing multiple AI agents operating in 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 processes for AI agents — treating agent training as a discipline rather than a one-time setup.

• Comfort working in a company generating approximately $4M ARR with a small, high-performance team. You will not have extensive support staff. Your work will be hands-on, scaling through automation rather than delegation.

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

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

🏝️ Benefits

• Category-defining opportunity: You will be instrumental in shaping the future of how enterprises build on Salesforce. This is not a minor adjustment; it is a transformative venture.

• Direct CEO collaboration: You will work closely with a founder who is deeply technical, product-focused, and devoted to developing the premier platform within the Salesforce ecosystem.

• Fortune 100 customer base: Your product decisions will significantly influence how the world's largest and most intricate organizations operate.

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

• Mission-driven culture: We recruit individuals who aspire to make a significant impact, not just enhance a resume. If you seek an environment where your contributions are valued and your ideas are acknowledged, this is the place.

• Competitive base salary plus performance bonus.

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