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Director, Revenue Operations

2 hours, 26 minutes ago
United States
Full-time
Lead
Sales Operations
Sales and Business Development
Looker Salesforce SQL Tableau
Apply Now
Flosum

Flosum

Flosum offers a comprehensive, 100% native platform designed for Salesforce that focuses on DevOps, data management, and security orchestration, ensuring secure data backup and streamlined compliance for enterprises.

Internet Software & Services
51-250
Founded 2013
View All Jobs 8

Description

  • Design and own the forecasting architecture, reporting hierarchy, and data-driven operating cadence for revenue leadership.
  • Implement Salesforce data governance, including stage-exit criteria, validation rules, controlled picklists, and loss-reason tracking.
  • Own Marketo lifecycle operations, lead scoring governance, sync integrity with Salesforce, and multi-touch attribution.
  • Build and enforce speed-to-lead SLAs, SAL acceptance standards, and lead recycle processes.
  • Design stage definitions, deal desk processes, territory structure, quota allocation, and capacity planning.
  • Run weekly pipeline reviews with sales leadership and monitor stage conversion, stale deals, and forecast accuracy.
  • Create Gong.io trackers and adoption dashboards, and use conversation data to support sales coaching and pipeline inspection.
  • Build systems for GTM alignment across outbound, inbound, channel, and PLG motions, including routing, ownership, and conflict resolution.
  • Own unit economics and revenue performance dashboards, including CAC, CAC payback, LTV:CAC, Magic Number, NRR, GRR, and S&M efficiency.
  • Lead cross-functional GTM alignment meetings and maintain a quarterly RevOps roadmap with clear prioritization and trade-offs.

Requirements

  • 5–10+ years of experience in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment.
  • Direct experience operating across multiple GTM motions simultaneously, such as outbound, inbound, channel, and/or PLG.
  • Hands-on Salesforce configuration experience, including Flows, data model design, and validation rules.
  • Marketo or equivalent marketing automation experience, including lifecycle architecture, lead scoring, and sync governance.
  • Gong.io or equivalent conversation intelligence experience, including tracker creation, coaching dashboards, and deal inspection.
  • Demonstrated experience building a forecasting methodology from scratch.
  • Financial modeling comfort with unit economics, capacity planning, quota modeling, and compensation plan design.
  • Experience at a company with $15M–$75M in ARR.
  • Experience in the Salesforce ecosystem, such as an ISV, SI, or AppExchange partner, is strongly preferred.
  • SQL proficiency or experience with BI tools such as Tableau, Looker, or Sigma is preferred.
  • Prior experience designing and administering sales compensation plans is preferred.

Benefits

  • Competitive base salary plus performance-based variable compensation and equity.
  • Fully remote-first, global team environment.
  • Executive visibility and direct reporting line to the CEO.
  • Opportunity to build the GTM operating infrastructure for a profitable, self-funded Salesforce ISV.
  • Career growth, daily coaching, mentorship, and development opportunities.
  • Collaborative, innovative, and mission-driven culture.
  • Exposure to top leaders in Salesforce DevOps and B2B SaaS operations.

Interested in this position?

Apply directly on the company website

Apply Now

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