About Flosum
Flosum is a leading provider of end‑to‑end secure Salesforce DevOps and DevSecOps solutions, including release management, data backup and recovery, archival, and security automation, built 100% natively on Salesforce. Founded in 2013 and headquartered in the Bay Area, Flosum serves highly regulated industries such as financial services, healthcare, and government, where security, compliance, and trust are non‑negotiable.
Flosum’s platform is designed around zero‑trust principles and deep Salesforce integration, helping customers modernize their application lifecycle while meeting rigorous regulatory and security standards.
Role Overview: Vice President of Sales
Flosum is seeking a visionary, hands‑on Vice President of Sales to build and scale a world‑class revenue engine in the Salesforce ecosystem. You will be responsible for designing the go‑to‑market motion, leading and mentoring a high‑performance sales organization, and driving aggressive growth in a rapidly expanding DevSecOps and data security market.
This is a high‑impact leadership role for a builder who thrives at the intersection of enterprise SaaS, security, and the Salesforce ecosystem—and who wants to leave a visible imprint on a fast‑growing company.
Why This Role Is Unique
- You will operate in a high‑growth Salesforce ISV environment, selling a differentiated, Salesforce‑native DevSecOps and data protection platform to global enterprises.
- You will not be an “armchair” executive: you will act as a player‑coach, personally driving key opportunities while building and scaling a repeatable, data‑driven sales motion.
- You will help shape how regulated industries secure and govern one of their most critical platforms—Salesforce—at scale.
Key Responsibilities
- Define and execute the global sales strategy across segments (mid‑market, enterprise, and strategic accounts) to achieve and exceed ambitious revenue targets.
- Build, lead, and mentor a high‑performance sales organization, including frontline AEs, SDRs, and sales leaders, with an emphasis on coaching, accountability, and continuous improvement.
- Act as a player‑coach: actively participate in pipeline generation, discovery calls, executive presentations, and late‑stage deal execution, especially for strategic accounts.
- Design and document scalable, end‑to‑end sales processes, from outbound prospecting to close, ensuring operational excellence and strong CRM hygiene.
- Establish clear KPIs, forecasting models, and inspection rhythms to create predictable, data‑driven revenue performance.
- Partner closely with Marketing, Product Management, Customer Success, and Alliances to align messaging, campaigns, and product roadmap to market needs and field feedback.
- Master and evangelize Flosum’s technical value proposition—Salesforce‑native DevSecOps, backup and recovery, data security—and move the team from feature‑selling to value‑ and outcome‑selling.
- Develop and deepen executive‑level relationships with key customers, partners, and Salesforce stakeholders to drive adoption, expansion, and advocacy.
- Recruit, onboard, and develop “leaders of leaders,” enabling the organization to scale from initial pods to a large, distributed sales force.
- Represent Flosum at Salesforce ecosystem events, industry conferences, and customer forums as a credible, compelling ambassador for the brand and the mission.
Requirements
What Great Looks Like
- You are a proven builder who has taken a B2B SaaS sales organization from early stage to a highly predictable, scalable revenue engine.
- You combine strategic vision with a willingness to roll up your sleeves, dive into deals, and model excellence in the field.
- You are fluent in the Salesforce ecosystem and/or DevOps, security, or data management markets, and can quickly translate complex technical capabilities into clear business value for C‑level buyers.
Required Experience and Skills
- 8+ years of B2B SaaS sales leadership experience, including direct ownership of new business and expansion targets; experience building teams from the ground up is highly preferred.
- Demonstrated success leading teams selling into mid‑market and enterprise accounts, ideally in the Salesforce, DevOps, security, or data management ecosystems.
- Track record of consistently meeting or exceeding multi‑million‑dollar ARR targets and scaling a sales organization to 30+ people or more.
- Deep expertise in modern sales methodologies (e.g., MEDDICC, value‑based selling) and outbound prospecting strategies, along with strong command of CRM and sales stack tools.
- Strong executive presence with the ability to engage CIOs, CISOs, CTOs, and line‑of‑business leaders in strategic, outcome‑driven conversations.
- Experience building a high‑performance culture in a remote or distributed team environment.
- Bachelor’s degree in business, engineering, or a related field; an MBA or advanced degree is a plus but not required for exceptional candidates.
Leadership Qualities We Value
- Builder’s mindset: You thrive on zero‑to‑one and one‑to‑many challenges, and you enjoy designing systems that outlast you.
- Data‑driven operator: You rely on metrics, experimentation, and inspection to guide decisions and continuously optimize performance.
- Coach and talent magnet: You know how to attract top sales talent, set a high bar, and invest in the growth of your people.
- Cross‑functional collaborator: You partner naturally with Product, Marketing, and Customer Success to ensure the whole company is aligned around the customer.
- Customer‑obsessed storyteller: You speak the language of customers’ pains, risks, and opportunities and can articulate how Flosum creates meaningful business outcomes.
What You’ll Gain
- The opportunity to help define and scale the sales organization at a high‑growth, Salesforce‑native DevSecOps and data protection company.
- A collaborative, innovative, and mission‑driven culture that values ownership, transparency, and continuous learning.
- Competitive compensation with performance‑based incentives and equity, plus comprehensive benefits and the flexibility of a remote‑friendly environment (with presence as needed for customers and teams).
- The chance to shape how some of the world’s most demanding organizations secure and govern their Salesforce environments.
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