AI Go-to-Market Engineer

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

📋 Description

• Implement and personally train at least one AI SDR agent within the initial 30 days, concentrating on either inbound qualification through 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-driven inbound qualification system that captures, scores, and routes every website visitor and form submission in real-time to ensure no lead is delayed or lost, allowing AEs to engage only with prospects who are ready to purchase.

• Enhance revenue-generating time for each AE from approximately 25% to over 50% by automating CRM maintenance, call summarization (using Gong), follow-up sequencing, proposal drafting, and pipeline updates, thus eliminating every minute of administrative work that does not directly contribute to revenue.

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

• Construct and oversee an AI-driven competitive intelligence platform that tracks competition, pricing adjustments, and product launches, delivering structured insights to the sales and product teams on a weekly basis.

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

• Establish a closed-loop data feedback mechanism linking BDR activity, pipeline results, and AI agent performance to ensure that ICP targeting, messaging, and channel strategy are refined weekly based on actual conversion metrics rather than assumptions.

• Implement 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 data, support ticket trends, and engagement signals.

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

• Assess, choose, and deploy a maximum of two AI vendors per case using a structured bakeoff methodology that includes reference checks via email, FDE discussions prior to contract, and a 30-day dedicated training commitment—avoiding lazy agency deployments.

⛳️ Requirements

• Practical experience in deploying and training AI SDR/BDR agents within a real B2B sales environment—not just evaluating or advising, but actively deploying and iterating for a minimum of 90 days.

• Profound working knowledge of the modern B2B GTM 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—connecting AI agents to CRM, MAP, and sequencing tools via APIs. While you don't need to be a software engineer, you are expected to deliver functioning code rather than solely configure no-code tools.

• Comprehension of pipeline mathematics and unit economics: you should be capable of working backward from a revenue goal to determine necessary SQLs, conversion rates by stage, and the specific AI interventions that influence each metric. For example, if someone states "we need 67 SQLs per quarter at a 20% win rate and $75K ASD," you should instantly recognize where AI can optimize that funnel.

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

• Proven ability to develop prompt libraries, training datasets, and refinement workflows for AI agents—approaching agent training as a 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; your work will be self-driven, scaling through automation rather than delegation.

• Strong opinions on when AI should substitute human effort versus augment it, along with the discernment to understand that poor AI automation can jeopardize deals faster than the absence of automation.

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

🏝️ Benefits

• Category-defining opportunity: You will influence the future of how enterprises build on Salesforce. This is not just incremental change; it is transformative.

• Direct CEO partnership: You will collaborate 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 have a direct impact on the operations of the world's largest and most complex organizations.

• AI inflection point: Agentforce and autonomous agents are reshaping the landscape. Flosum is the first native platform to integrate these features, and you will help define what comes next.

• Missionary culture: We hire individuals who aspire to make a significant impact, not just enhance a resume. If you seek an environment where your work is valued and your ideas are listened to, this is the place.

• Competitive base salary plus performance bonus.

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