Flosum

Sales Engineer

• - Partner with the Account Executives to understand customer challenges and opportunities, and articulate FLOSUM’s value proposition, vision, and strategy to customers.
• - Run the ‘Technical Fit’ Process in Sales: Explore, Validate and Quantify Current State Technical Problems and Challenges through discovery calls, reverse demos, and more.
• - Get hands on with FLOSUM products to prove out customer use cases in product demonstrations and trials.
• - Build credibility with technical champions at prospects and customers.
• - Orchestrate all phases of the Technical cycle, including leading technical validations and POC’s, RFIs/RFPs, Infosec evaluations, and technology Q&A.
• - Work cross functionally with Product Management and Engineering to improve the Flosum Platform on your experience with customers.

Account Manager

• Retention Strategy & Execution: Develop and implement a comprehensive customer retention strategy and playbook, aligning with Flosum’s business goals. This includes designing initiatives to reduce churn, improve renewal rates, and drive upsell opportunities within the existing customer base. You will own the end-to-end renewals process, from early renewal engagement through contract negotiation and closure, to achieve or exceed gross and net revenue retention targets.
• Team Leadership & Coaching: Manage the day-to-day operations of the retention team, serving as the direct line manager for retention specialists/account managers. Provide strong leadership through hiring, coaching, and motivating team members to hit their KPIs and develop professionally. Join customer calls or meetings as needed to support the team, offer feedback, and coach on messaging, objection handling, and relationship management techniques. Foster a high-performance, customer-centric culture within the team.
• Renewal Pipeline Management: Oversee the renewals pipeline across all customer segments (SMB, mid-market, enterprise), ensuring timely and proactive engagement with each customer well before contract expiration. Map and distribute renewal targets, manage forecasting of renewals, and track weekly activity metrics (calls, meetings, QBRs) to ensure the team is on pace. Identify any revenue at risk and formulate action plans to address it promptly. Maintain an accurate forecast of upcoming renewals and report on retention outlook to executives.
• Customer Relationship Management: Partner closely with Customer Success Managers and Support teams to monitor customer health scores, product usage, and satisfaction indicators. Identify at-risk accounts through data (e.g. declining usage, support issues, NPS feedback) and work with the team to execute win-back or save plans. Personally engage with strategic high-value customers, including leading executive business reviews or renewal negotiations for key accounts, to reinforce value, address concerns, and secure long-term commitments.
• Cross-Functional Collaboration: Collaborate with other departments to ensure a holistic approach to customer retention. Work with Product on addressing feature gaps or performance issues that could impact renewals, conveying customer feedback and advocating for improvements. Coordinate with Marketing on targeted customer communications, loyalty programs, and value-add campaigns that drive engagement and adoption. Align with the New Business Sales team and Account Executives to share insights and best practices – for example, ensuring a smooth handoff from sales to post-sales, and leveraging upsell/cross-sell opportunities without losing focus on the customer’s success.
• Retention Initiatives & Continuous Improvement: Design and execute initiatives such as early renewal incentives, onboarding improvements, customer training webinars, and loyalty or advocacy programs to increase customer stickiness. Continuously develop and refine retention processes and playbooks to improve predictability and efficiency of renewals. Stay informed on industry best practices and competitor activities in the Salesforce ecosystem, bringing new ideas to improve our retention approach.
• Contract Negotiation & Administration: Take ownership of the commercial aspects of renewals. Negotiate renewal contracts (pricing, term adjustments, upsell packages) in line with company guidelines, ensuring mutually beneficial outcomes for the customer and Flosum. Work closely with Revenue Operations and Legal as needed to handle contract terms, procurement processes, or compliance requirements for enterprise accounts. Ensure all renewals are closed on time or ahead of time, with proper documentation and minimal revenue leakage.
• Metrics, Reporting & Accountability: Track and analyze key retention metrics, including Gross Renewal Rate, Net Revenue Retention (NRR), churn rate, contraction/expansion revenue, and customer satisfaction scores. Be accountable for achieving retention KPI targets and regularly report on performance to the executive team. Provide weekly or monthly retention reports and forecasts, highlighting results, risks, and planned mitigation for any at-risk accounts. Use a data-driven approach to make decisions and to demonstrate the ROI of retention programs.

Head of Account Management

Account Executive

• Own a monthly and quarterly quota focused on Flosum’s Cloud Solutions
• Run a full-cycle sales motion: discovery, product demo, value alignment, negotiation, and close
• Deliver live product demos and confidently articulate technical value to developers, architects, and compliance stakeholders
• Understand technical buyer needs around APIs, metadata, storage limits, archival workflows, field history tracking, and compliance frameworks (SOX, HIPAA, etc.)
• Collaborate cross-functionally with Product, Customer Success, and Engineering to ensure smooth customer handoffs and expansion opportunities
• Maintain up-to-date records in Salesforce and contribute to forecast accuracy
• Represent Flosum at select industry events and meet-ups (up to 10% travel)

Mid-Market Account Executive

• Build relationships with prospective enterprise-level clients.
• Leverage the following strategic sales motions: Strategic Account Planning, Account Based Sales (ABM), Tailored Sales Automation Drip Campaigns (Salesloft / Outreach.io), Embrace Enterprise GAP / Value / Solution Sales Methodologies, Execute Upsell / Cross-Sell / Nurture / GTM / Awareness Sales Campaigns, Construct and Deliver Interactive Growth Presentations and Proposals.
• Deliver exceptional Customer Experiences with new clients, ensuring their triumphant onboarding.
• Engage stakeholders proactively, addressing strategic, technical, and soft skill aspects.
• Sustain value through structured cadences, encompassing business, process, onboarding, and technical discussions, alongside webinars and other communications.
• Convey the value of our products through innovative approaches.
• Drive the adoption of novel features and enhancements, perpetuating growth.
• Conduct Quarterly Business Reviews and interactions grounded in value with clients.
• Oversee the complete customer lifecycle, including escalations and touchpoints.
• Amass insights and recommendations from clients to inform product refinement.
• Exemplify thought leadership and orchestrate customer advocacy.
• Create client-facing materials, including support articles, FAQs, release notes, and contribute to customer / GTM webinars.
• Rigorously document and classify client interactions for valuable insights.

Account Executive – Enterprise

• Foster relationships within an international portfolio of enterprise-level clients, targeting growth and strategic alignment.
• Propel approximately 30% YoY growth from the designated account set, leveraging the following strategic sales motions:
• Strategic Account Planning
• Account Based Sales (ABM)
• Tailored Sales Automation Drip Campaigns (Salesloft / Outreach.io)
• Embrace Enterprise GAP / Value / Solution Sales Methodologies
• Attain a 93% Gross Retention Rate (GRR) via Renewals
• Execute Upsell / Cross-Sell / Nurture / GTM / Awareness Sales Campaigns
• Construct and Deliver Interactive Growth Presentations and Proposals
• Deliver exceptional Customer Experiences for both the dedicated Customer Portfolio and new clients, ensuring their triumphant onboarding.
• Engage stakeholders proactively, addressing strategic, technical, and soft skill aspects.
• Sustain value through structured cadences, encompassing business, process, onboarding, and technical discussions, alongside webinars and other communications.
• Convey the value of our products through innovative approaches.
• Drive the adoption of novel features and enhancements, perpetuating growth.
• Conduct Quarterly Business Reviews and interactions grounded in value with clients.
• Cement customer renewals by consistently delivering unwavering value.
• Oversee the complete customer lifecycle, including escalations and touchpoints.
• Amass insights and recommendations from clients to inform product refinement.
• Exemplify thought leadership and orchestrate customer advocacy.
• Create client-facing materials, including support articles, FAQs, release notes, and contribute to customer / GTM webinars.
• Rigorously document and classify client interactions for valuable insights.

Account Manager – Enterprise

Financial Planning and Analysis

• Chief Financial Officer (CFO) – SaaS & M&A Expert\n• Remote | Full Time | Bay Area, CA, United States\n• Flosum is a rapidly growing technology company at the forefront of Salesforce DevOps innovation. Our mission is to simplify and accelerate software development lifecycles for enterprise customers through secure, scalable, and efficient DevOps solutions tailored for Salesforce environments.\n• We seek a CFO with deep SaaS financial expertise and a successful track record in M&A to help guide and scale our organization through its next phase—organically and through strategic acquisitions.\n• You’ll be a key member of the executive leadership team, reporting directly to the CEO. You’ll own and evolve the financial strategy of a high-growth SaaS company while leading M&A initiatives that align with our long-term vision.\n• WHAT YOU’LL DO: Strategic Finance & M&A Leadership: Develop and lead our long-term financial strategy, aligning it with company goals and market opportunities; Drive all M&A activities — deal sourcing, valuation, due diligence, integration planning; Partner with CEO and board on capital allocation strategies, investor relations, and fundraising initiatives.\n• Financial Planning & SaaS Metrics: Own company-wide forecasting, budgeting, and planning, focusing on SaaS KPIs (MRR, ARR, LTV, CAC, churn, payback, and more); Build and maintain robust financial models; Guide data-driven decision-making.\n• Operational Excellence: Lead and mentor a growing finance and accounting team; establish scalable systems, policies, and controls; Ensure compliance with GAAP/IFRS, ASC 606, tax regulations, and internal controls; Oversee audits, board reporting, and investor communications.\n• Technology & Tools: Optimize financial systems and reporting tools to enable visibility and efficiency; Partner cross-functionally with sales, operations, and product teams to align financial objectives with business performance.

Sales Engineer

Head of Account Management

Mid-Market Account Executive

Account Executive – Enterprise

Account Manager – Enterprise

CFO (Chief Financial Officer)