Flosum

Chief of Staff

• Coordinate with financial advisors, accountants, and investment managers on behalf of the CEO
• Track and organize personal investment portfolios, statements, and financial correspondence
• Manage tax preparation workflows — gather documents, coordinate with CPAs, track deadlines, and ensure timely filings for both personal and business-related obligations
• Process, organize, and resolve incoming financial paperwork, invoices, and office mail efficiently
• Maintain a clear system for accounts payable, reimbursements, and recurring financial commitments
• Serve as the primary liaison with attorneys, legal agencies, and regulatory bodies for personal and light business legal matters
• Review, organize, and track contracts, agreements, and legal correspondence
• Manage timelines for legal filings, renewals, and compliance deadlines
• Conduct basic legal research and prepare summaries to support decision-making
• Coordinate with local government agencies and offices on permits, filings, and documentation
• Manage logistics for family-related matters including college applications, enrollment, academic deadlines, and school communications
• Coordinate medical appointments, insurance paperwork, and health-related administration for the CEO's family
• Handle personal scheduling, travel, and logistics that intersect with professional commitments
• Serve as the go-to problem solver for personal administrative needs, ensuring fast resolution
• Own the CEO's incoming mail — physical and digital — with a system for triage, action, and follow-up
• Maintain organized records and filing systems across financial, legal, and personal domains
• Identify and implement tools and processes that increase efficiency across all areas of responsibility
• Proactively flag issues, deadlines, and risks before they become problems

Chief of Staff – CEO Office, Personal Operations

Revenue Operations

• Flosum is at an inflection point with multiple product lines gaining traction across enterprise and mid-market segments
• Hire a Director of Revenue Operations to architect the revenue engine
• Design systems, enforce standards, and build reporting infrastructure
• Establish truth in data within the first 90 days, focusing on forecasting, reporting and data governance
• Own the full lead lifecycle in Marketo, and monitor the marketing funnel performance
• Design and enforce sales process governance, manage territory design and annual capacity planning
• Create Gong AI Trackers and ensure enablement effectiveness
• Align GTM operations across outbound, inbound, channel, and PLG motions
• Define metrics for pipeline, marketing performance, sales effectiveness, enablement, and unit economics

Director, Revenue Operations

Sales

• Business Incubation: Design, implement, and document the end-to-end sales process for the Mid-Market segment.
• Full-Cycle Ownership: Drive the entire revenue engine, including outbound prospecting strategies, pipeline development, and closing.
• Hands-on Leadership: Act as a player-coach, joining discovery calls and demos to ensure the business is rock-solid at the 10-rep level before scaling.
• Rapid Scaling: Lead the aggressive expansion from 10 to 40+ remote reps, identifying and hiring internal Directors as the team grows.
• Data-Driven Operations: Establish KPIs and a rigorous, data-backed forecasting model to ensure predictable revenue growth.
• Messaging & Positioning: Master the technical value proposition of our DevOps and Data security tools, coaching the team on how to move from "feature selling" to "value selling."
• Culture Building: Create a high-performance, accountable, and transparent culture within a 100% remote workforce.

VP of Sales, Mid-Market

Performance Marketing

• Own and accelerate omnichannel demand strategy across paid media, organic, community, events, field marketing, and ecosystem partnerships
• Drive net-new qualified enterprise pipeline aligned to ICP accounts
• Strengthen campaign architecture, segmentation, and targeting precision
• Introduce high-leverage growth plays relevant to the Salesforce DevOps and developer ecosystem
• Improve campaign-to-opportunity conversion and channel efficiency
• Establish clear performance benchmarks, reporting rigor, and pipeline visibility
• Partner closely with Sales leadership to align on target accounts and revenue goals
• Lead and mentor the demand team toward experimentation, accountability, and performance

Director of Demand Generation

• Own the full revenue number: new business, expansion, renewal, and retention across all segments (Enterprise, Mid-Market, and emerging PLG).
• Design and execute the go-to-market strategy to scale from $30M to $100M ARR within 3–4 years while maintaining profitability.
• Build and operationalize a quarterly planning cadence with bottoms-up forecasting, pipeline coverage models, and segment-level unit economics tracking.
• Establish minimum deal size thresholds and systematically prune low-value accounts that dilute team capacity and drag down margins.
• Drive cross-sell and upsell motions across the five-product portfolio, increasing average contract value and multi-product adoption rates.
• Build a scalable, multi-channel demand generation engine spanning outbound prospecting, content marketing, digital campaigns, events, partner referrals, and product-led growth.
• Own pipeline coverage ratios and ensure 3–4x pipeline-to-quota coverage at all times across segments.
• Implement rigorous pipeline inspection and deal management processes with weekly forecasting reviews, stage-gate criteria, and data-driven coaching.
• Personally engage in strategic pipeline development for enterprise accounts, including executive-to-executive relationship building.
• Design and execute a PLG motion that creates a self-service entry point into the platform, converting free or low-cost users into enterprise contracts.
• Build the instrumentation, analytics, and product-sales handoff processes required to identify and convert PLG-qualified leads into sales-assisted opportunities.
• Personally lead and close strategic enterprise deals with Fortune 500 accounts, particularly in regulated industries with complex procurement and compliance requirements.
• Develop an account-based strategy for the top 50 target accounts with dedicated pursuit plans, relationship maps, and executive engagement cadences.
• Drive gross revenue retention from current levels to 92%+ through proactive customer health monitoring, risk identification, and executive intervention processes.
• Implement a structured customer lifecycle management process from onboarding through renewal, with clear ownership, milestones, and escalation paths.
• Lead and scale a global revenue organization encompassing Sales (Enterprise and Mid-Market), Marketing (Demand Gen, Product Marketing, Field Marketing), Business Development (SDR/BDR), Customer Success, and Revenue Operations.
• Maintain and improve unit economics as the company scales: CAC payback under 18 months, LTV-to-CAC ratio above 3x, and gross margins consistent with best-in-class SaaS benchmarks.

Chief Revenue Officer

Community Manager

• Identify, recruit, and personally enroll senior Salesforce executives from large enterprise accounts into the council. This is relationship-driven outreach—not mass email campaigns.
• Develop and maintain a target member list in partnership with Flosum’s leadership, ensuring diversity of industry, company size, and executive seniority.
• Serve as the primary point of contact and trusted relationship manager for all community members. Own the member experience from first invitation through ongoing engagement.
• Set and enforce membership criteria to protect the exclusivity, trust, and caliber of the community.
• Design the community’s programming calendar, including track themes, session topics, panel compositions, and roundtable formats.
• Curate 6–8 content tracks aligned with what matters most to Salesforce executives: budgeting, hiring, innovation, governance, success stories, data strategy, and other emerging priorities.
• Source and prepare council members to serve as panelists and discussion leads—coaching them to share candidly and facilitate peer-to-peer learning.
• Stay deeply informed on Salesforce ecosystem trends, enterprise IT challenges, and executive priorities so that programming is consistently timely and relevant.
• Serve as the lead facilitator for all community sessions. You set the tone, manage the energy, and ensure every member walks away with value.
• Moderate panel discussions with skill and confidence—drawing out insights, managing strong personalities, and keeping conversations productive.
• Facilitate roundtable ideation sessions so that every voice is heard and real challenges receive actionable input from peers.
• Enforce Chatham House Rules and the no-sales-pitch policy with consistency and professionalism.
• Build and manage the community’s collaboration infrastructure—selecting and administering the platforms, tools, and communication channels that allow members to connect between sessions.
• Foster year-round engagement: facilitate introductions between members, spark asynchronous discussions, and ensure the community delivers value beyond scheduled events.
• Track member engagement, satisfaction, and feedback. Use data and qualitative insight to continuously improve the community experience.
• Manage all operational logistics: scheduling, invitations, session preparation, follow-up communications, and member onboarding.
• Act as Flosum’s eyes and ears within the executive community—surfacing insights on market trends, member challenges, and opportunities that inform Flosum’s broader strategy.
• Build the kind of trust and executive relationships that naturally drive retention and expansion within large accounts—without ever making a sales pitch.
• Collaborate with Flosum’s leadership to align community strategy with business objectives, ensuring the community serves members first while creating measurable strategic value.

Director of Community Engagement – Strategic

Financial Planning and Analysis

• Own the company’s financial model, forecasting, and long-range planning with a relentless focus on accelerating growth to $100M ARR
• Determine where capital should be deployed across R&D, sales, marketing, and customer success to maximize ROI and speed to scale
• Build and maintain a capital allocation framework that balances aggressive growth with operational discipline
• Partner with sales, marketing, and revenue operations leadership to optimize GTM spend efficiency and pipeline economics
• Build financial models that connect marketing investment to pipeline generation, conversion rates, deal velocity, and revenue outcomes
• Establish and track unit economics (CAC, LTV, payback period, magic number) to inform GTM investment decisions at an enterprise SaaS level
• Own the annual budget process and quarterly business reviews, ensuring every function is aligned to growth targets
• Implement rigorous financial controls and reporting cadences without creating bureaucratic drag
• Identify inefficiencies and reallocate resources in real time to capitalize on what’s working
• Build dashboards and reporting that give the executive team instant visibility into financial and operational health
• Serve as a strategic thought partner to the CEO on all growth decisions, including pricing, packaging, market expansion, and M&A
• Bring a deep understanding of SaaS business models and the levers that drive hyper-growth in enterprise software
• Evaluate and optimize vendor spend, technology investments, and operational costs to fund growth

Vice President of Finance

Product Manager

• Define and drive the multi-year product roadmap across Flosum's five product lines: DevOps, Backup & Archive, Trust Center, Data Seeding, and DevOps for Veeva.
• Identify whitespace opportunities in the Salesforce ecosystem where Flosum can create new categories or capture market share from competitors.
• Translate deep Salesforce platform knowledge (metadata architecture, deployment models, Agentforce, Data Cloud, multi-org environments) into product capabilities that enterprise customers will pay premium prices for.
• Stay ahead of Salesforce's own product direction (three releases per year) and position Flosum to capitalize on every platform shift.
• Lead the next wave of AI-powered DevOps capabilities built on Agentforce, including intelligent deployment agents, AI-driven code review, automated security scanning, and predictive release management.
• Define how Flosum's extensibility platform enables customers to build custom AI-driven workflows within Salesforce's trust boundary.
• Pioneer agent-aware governance: preparing Salesforce governance frameworks for autonomous systems and AI agents.
• Engage directly with Fortune 500 customers and prospects to deeply understand their pain points around Salesforce development, security, compliance, and data management.
• Translate complex enterprise requirements (SOX, zero-trust, multi-org, regulated industries) into elegant product solutions.
• Partner with Sales and Customer Success to influence deal strategy, conduct product demos for strategic accounts, and close competitive evaluations.
• Write detailed product requirements, user stories, and acceptance criteria. You do the work, not just delegate it.
• Partner with engineering to deliver on aggressive timelines. Own sprint planning, backlog prioritization, and release coordination.
• Define and track product KPIs: adoption, activation, expansion, NPS, competitive win rates.