Revenue Operations Associate

You don’t run campaigns — you govern the infrastructure that makes marketing measurable and accountable:

Own the full lead lifecycle in Marketo: definitions, entry/exit criteria, and scoring model governance (with separate demographic and behavioral scores calibrated monthly against SQL conversion rates)

Own Marketo-Salesforce sync governance: field mapping audits, sync log review, and API consumption monitoring

Own multi-touch attribution: first-touch, last-touch, and influence models consistently applied across all four GTM motions

Build and enforce speed-to-lead SLAs and SAL acceptance standards; build recycle plays for disqualified leads

Monitor and report marketing funnel performance — lead volume, MQL-to-SQL conversion, channel efficiency, and marketing-sourced vs. marketing-influenced pipeline — and escalate anomalies before they show up in quarterly misses

You are the steward of how Flosum’s revenue actually gets created — not a gatekeeper, but the person who builds the standards:

Design and enforce stage definitions with mandatory exit criteria; build deal desk processes for non-standard pricing and terms

Own territory design, quota allocation methodology, and annual capacity planning — including ramp rates, hiring timelines, and coverage ratio targets by segment

Run the weekly pipeline review cadence with sales leadership: stage conversion anomalies, stale deals, and forecast accuracy

Design compensation plans that drive the right behaviors across all four GTM motions — with clear rules of engagement for multi-touch deals where outbound, inbound, PLG, and partner motions converge on the same account

At Flosum, enablement has historically been about delivery — training sessions, playbooks, messaging. You will own the other half: measurement and execution. After any messaging launch or methodology change, you will:

Create Gong AI Trackers for the specific language, frameworks, and discovery questions reps should be using — and build adoption dashboards segmented by rep, team, and region

Surface the gap between what was trained and what is actually happening on calls, and work with sales managers to close it with specific, Gong-sourced coaching examples

Use Gong deal boards for pipeline inspection: multi-threading health, next-steps coverage, competitor mentions, and conversation-based risk signals layered onto CRM data

Build the feedback loop: Enablement trains → Gong measures → RevOps reports gaps → Managers coach with specific call evidence → Enablement iterates. Without this loop, enablement is a cost center. With it, it’s a growth driver.

Running outbound, inbound, channel, and PLG simultaneously creates real operational complexity. You will design the systems that prevent chaos:

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

Design PQL routing logic with product usage trigger thresholds, account-level checks, and comp plan rules for sales-assisted PLG conversions

Build deal registration governance and conflict resolution SLAs for the partner channel

Own separate Opportunity Record Types per motion in Salesforce with unified roll-up reporting

Run a monthly cross-functional GTM alignment meeting with sales, marketing, CS, and partner leadership — reviewing funnel health per motion and resolving ownership disputes before they fester

We want to be honest about scope. A great RevOps leader at Flosum will push back when the role is being misused:

You will implement an intake process, maintain a visible quarterly roadmap of four to five initiatives, and force trade-off conversations when new requests arrive. You say “not now” to good ideas that aren’t the most important idea.

This is not sales operations with a rebrand. You serve the company, not any single department leader. Your loyalty is to revenue truth — even when the forecast is uncomfortable to present.

Forecast accuracy (±10% target within two quarters)

Pipeline coverage by segment (3× SMB, 4× mid-market, 5× enterprise)

Pipeline velocity: (Opportunities × Deal Size × Win Rate) ÷ Cycle Length, targeting +10% improvement QoQ

Stage-to-stage conversion rates trended over time

Lead-to-MQL, MQL-to-SQL, SQL-to-Opportunity, and Opportunity-to-Close rates by motion and channel

Marketing-sourced and marketing-influenced pipeline (targets: 30–50% sourced, 50–70% influenced)

Lead velocity rate (month-over-month qualified lead growth)

Speed-to-lead SLA compliance and SAL acceptance rate

Win rates by segment and motion

Quota attainment distribution across the team (healthy target: 70–75% of reps at quota)

Average selling price trends and discounting rate

Sales cycle length by segment

Gong tracker adoption rates for key messaging and methodology by rep, team, and region

Talk-to-listen ratios and topic coverage by deal stage

Multi-threading indicators per deal stage

CAC and CAC payback period by GTM motion

LTV:CAC ratio by customer segment (target ≥3:1)

Magic Number (Net New ARR × 4 ÷ prior quarter S&M spend; target >1.0)

Net Revenue Retention and Gross Revenue Retention

S&M as % of revenue (tracking toward 35% as we scale)

5–10+ years in Revenue Operations, Sales Operations, or GTM Operations in a B2B SaaS environment

Direct experience operating across multiple GTM motions simultaneously (outbound, inbound, channel, and/or PLG)

Hands-on Salesforce configuration experience — you can build Flows, design the data model, and implement validation rules without delegating everything to a developer

Marketo (or equivalent marketing automation) operational experience: lifecycle architecture, lead scoring, and Marketo-Salesforce sync governance

Gong.io (or equivalent conversation intelligence tool) experience: tracker creation, coaching dashboards, and deal inspection

Demonstrated experience building a forecasting methodology from scratch — not just inheriting one

Financial modeling comfort: unit economics, capacity planning, quota modeling, and comp plan design

Experience at a company with $15M–$75M in ARR; you have built things with your hands, not just directed others to build them

Experience in the Salesforce ecosystem (ISV, SI, or AppExchange partner) — you understand our buyers, our competitive landscape, and our channel dynamics

Experience designing and governing partner/channel ops within a multi-motion GTMmodel

SQL proficiency or experience with a BI tool (Tableau, Looker, Sigma, or equivalent)

Prior experience designing and administering sales compensation plans

You ask “Why does this exist, and should we rebuild it?” before touching a tool. You ship minimum viable systems and iterate

relentlessly rather than designing perfect architectures that never launch.

Your loyalty is to revenue truth, not to any individual department leader. You present the forecast even when it’s uncomfortable. You push back when requests don’t serve the company’s priorities.

You see the revenue engine as an interconnected system. Changing lead scoring

You evaluate every tool, hire, and program through a unit economics lens. You resist “just thresholds ripples into pipeline coverage. Changing stage definitions changes forecast accuracy. You trace causes, not just symptoms add a tool” thinking. Flosum is self-funded and profitable — efficiency isn’t a constraint, it’s a competitive advantage.