Director, Revenue Operations

📋 Description

• Your initial 90 days will focus on establishing a reliable data foundation. Flosum utilizes Salesforce, Marketo, and Gong.io. You will conduct audits on each platform, pinpointing areas where data integrity falters and reconstructing the foundation.

• Design and oversee the forecasting architecture, implementing a weighted pipeline based on actual historical conversion rates, forecast categories (Commit, Best Case, Upside), and a weekly rhythm that achieves ±10% accuracy within two quarters.

• Create a standardized reporting structure that aligns with the decision-making needs of the CEO down to the dashboards used by frontline staff, thereby eliminating the excess of untrusted reports. Implement Salesforce data governance, including mandatory stage-exit criteria, validation rules, controlled picklists, and capturing loss reasons for every Closed Lost opportunity.

• Segment reporting and forecasting by go-to-market (GTM) motion, recognizing that PLG self-serve revenue behaves differently from enterprise outbound and must be modeled and tracked separately.

• Develop and sustain the unit economics dashboard, which includes metrics such as CAC by motion, CAC payback period, LTV:CAC ratio, Magic Number, NRR/GRR, and trends in sales and marketing efficiency.

• You will not run campaigns; rather, you will govern the infrastructure that ensures marketing is measurable and accountable.

• Oversee the entire lead lifecycle in Marketo, including definitions, entry/exit criteria, and governance of the scoring model (with separate demographic and behavioral scores adjusted monthly based on SQL conversion rates).

• Manage Marketo-Salesforce sync governance through field mapping audits, sync log reviews, and monitoring API consumption.

• Govern multi-touch attribution, applying first-touch, last-touch, and influence models consistently across all four GTM motions.

• Establish and enforce speed-to-lead SLAs and standards for SAL acceptance; develop recycling strategies for disqualified leads.

• Track and report on marketing funnel performance, including lead volume, MQL-to-SQL conversion, channel efficiency, and the distinction between marketing-sourced versus marketing-influenced pipeline, while escalating anomalies before they result in quarterly misses.

• You will serve as the custodian of how Flosum’s revenue is generated, not merely as a gatekeeper, but as the architect of the standards.

• Design and implement stage definitions with mandatory exit criteria, and create deal desk processes for non-standard pricing and terms.

• Take ownership of territory design, quota allocation methodology, and annual capacity planning, which encompasses ramp rates, hiring schedules, and coverage ratio targets by segment.

• Lead weekly pipeline review sessions with sales leadership, focusing on stage conversion anomalies, stale deals, and forecast accuracy.

• Craft compensation plans that encourage the desired behaviors across all four GTM motions, establishing clear engagement rules for multi-touch deals where outbound, inbound, PLG, and partner motions intersect on the same account.

• At Flosum, enablement has traditionally revolved around delivery—training sessions, playbooks, messaging. You will manage the other aspect: measurement and execution. Following any messaging launch or methodological change, you will:

• Develop Gong AI Trackers that specify the language, frameworks, and discovery questions reps should utilize, along with adoption dashboards segmented by rep, team, and region.

• Identify gaps between training and actual call performance, collaborating with sales managers to bridge these gaps using specific coaching examples sourced from Gong.

• Utilize Gong deal boards for pipeline analysis, focusing on multi-threading health, next steps coverage, competitor mentions, and conversation-based risk indicators integrated with CRM data.

• Establish a feedback loop: Enablement trains → Gong measures → RevOps identifies gaps → Managers coach with concrete call evidence → Enablement iterates. Without this loop, enablement becomes a cost center; with it, it transforms into a growth driver.

• Managing outbound, inbound, channel, and PLG simultaneously introduces significant operational complexity. You will design systems that avert chaos.

• Create account-level ownership rules and real-time routing logic to eliminate motion collisions (e.g., SDRs prospecting accounts already engaged with inbound MQLs, AEs working accounts with active PLG users).

• Develop PQL routing logic incorporating product usage trigger thresholds, account-level validations, and compensation plan rules for sales-assisted PLG conversions.

• Implement deal registration governance and conflict resolution SLAs for the partner channel.

• Maintain distinct Opportunity Record Types per motion in Salesforce with consolidated roll-up reporting.

• Organize a monthly cross-functional GTM alignment meeting involving sales, marketing, customer success, and partner leadership to review funnel health per motion and resolve ownership conflicts before they escalate.

⛳️ Requirements

• 5–10+ years of experience in Revenue Operations, Sales Operations, or GTM Operations within a B2B SaaS context.

• Direct involvement in managing multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG).

• Practical experience in Salesforce configuration; you can create Flows, design the data model, and implement validation rules without relying entirely on a developer.

• Operational experience with Marketo (or comparable marketing automation tools): lifecycle architecture, lead scoring, and governance of the Marketo-Salesforce sync.

• Familiarity with Gong.io (or a similar conversation intelligence tool): tracker development, coaching dashboards, and deal analysis.

• Proven ability to construct a forecasting methodology from the ground up—rather than merely adopting an existing one.

• Comfort with financial modeling, including unit economics, capacity planning, quota modeling, and compensation plan design.

• Experience with a company generating $15M–$75M in ARR; you have hands-on experience building systems, not just directing others.

• Strongly Preferred

• Experience within the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our customers, competitive landscape, and channel dynamics.

• Experience in designing and managing partner/channel operations within a multi-motion GTM framework.

• Proficiency in SQL or familiarity with a BI tool (Tableau, Looker, Sigma, or equivalent).

• Previous experience in designing and managing sales compensation plans.

🏝️ Benefits

• Competitive base salary plus performance-driven variable compensation and equity.

• A fully remote-first, global team that operates swiftly and fosters high trust.

• The opportunity to build the GTM operating infrastructure of a profitable, self-funded Salesforce ISV with a market-leading product and enterprise customer base.

• Daily engagement with top executives in Salesforce DevOps and B2B SaaS operations.

• The chance to influence the digital strategy of a rapidly growing Salesforce ISV.

• A collaborative, innovative, and mission-driven culture.

• Competitive compensation and comprehensive benefits.

• Career advancement opportunities in a fast-scaling company serving global enterprises.

• Daily coaching, mentorship, and growth opportunities.

• Join a global, mission-driven team.

• Learn from leading experts in Salesforce DevOps and SaaS sales.

• Tackle exciting challenges in a swiftly evolving industry.