Flosum

Chief Revenue Officer

Flosum

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • 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.

Requirements

  • Proven track record scaling a B2B SaaS company from $20–40M to $100M+ ARR as CRO, VP of Sales, or equivalent revenue leadership role.
  • Direct, personal experience closing six- and seven-figure enterprise deals with Fortune 500 or equivalent large enterprise customers.
  • Experience leading a global, multi-functional revenue organization including Sales, Marketing, and Business Development with 50+ total team members.
  • Demonstrated ability to build and operate a demand generation engine that produces predictable, inspectable pipeline across multiple channels.
  • Deep understanding of modern SaaS unit economics including CAC, LTV, payback period, gross margin, GRR, and NRR—with evidence of running a profitable or capital-efficient operation.
  • Experience implementing or scaling a product-led growth motion alongside traditional enterprise sales.
  • Track record of improving gross revenue retention to 90%+ and net revenue retention to 110%+ at scale.
  • Experience selling into regulated industries (financial services, healthcare, government, life sciences) with complex compliance and security requirements.
  • Minimum 15 years of progressive revenue leadership experience, with at least 5 years in a CRO or equivalent role.
Benefits
  • Competitive compensation, incentive structure, and company equity
  • Daily coaching, mentorship, and growth opportunity
  • Remote-first team!
  • Be part of a global, mission-driven team
  • Learn from top leaders in Salesforce DevOps and SaaS sales
  • Work on exciting challenges in a rapidly growing industry
  • Unlimited Flex Time Off Plan + All Major holidays
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaSdemand generationpipeline managementaccount-based strategyproduct-led growthrevenue retentionunit economicsforecastingdeal managementcustomer lifecycle management
Soft Skills
leadershipstrategic planningrelationship buildingcross-functional collaborationcoachingexecutive engagementrisk identificationcustomer health monitoringoperational excellenceteam scaling