Location: San Ramon, CA
Company Overview
Flosum is a $25M+ B2B SaaS company on a mission to empower organizations with seamless DevOps and backup solutions for Salesforceflosum.com. We are the leader in AI-powered Salesforce DevOps, delivering a unified platform for DevOps, data migration, and backup & restore – all built natively on the Salesforce platform. Trusted by thousands of global brands, Flosum helps enterprises modernize their Salesforce development processes with security, compliance, and efficiency at the forefront. As an independent, founder-led company, Flosum is driven by one goal: customer success – every innovation and feature is designed to delight users and solve real-world challenges in Salesforce DevOps.
The Opportunity
We are launching a new product and embracing a product-led growth strategy for the first time – and we need a visionary Head of Product-Led Growth to spearhead this journey. In this high-impact role, you will define and execute our PLG strategy from the ground up, initially as a hands-on individual contributor and, over time, building and leading a team. You’ll work at the strategic crossroads of Product, Marketing, Sales, and Customer Success to make our product the engine of Flosum’s next stage of growth. Your mandate: drive user acquisition, activation, retention, and expansion by crafting an exceptional in-product experience that converts users into passionate champions. This is a unique chance to shape how a fast-growing Salesforce DevOps platform reaches its next 10,000 users – and to play a pivotal role in Flosum’s growth story.
Key Responsibilities
- Strategic PLG Leadership: Develop and implement a comprehensive product-led growth roadmap (goals, KPIs, and initiatives) aligned with Flosum’s business objectives and new product launch. Define the vision for how our product will drive scalable, self-sufficient growth.
- User Onboarding & Activation: Design frictionless self-serve user journeys – from signup to the “aha!” moment – that rapidly demonstrates value. Optimize in-app onboarding flows, tutorials, and messaging to maximize user activation and minimize time-to-value.
- Growth Loops & Conversion: Build in-product growth loops (virality, referral programs, usage-driven expansions) and optimize the free-to-paid funnel. Champion a smooth free-trial or freemium to paid conversion path tailored to enterprise Salesforce customers, ensuring high trial-to-customer conversion rates.
- Experimentation & Optimization: Establish a culture of continuous experimentation. Run A/B tests and data-driven growth experiments on features, in-app prompts, pricing/packaging, and campaigns to systematically improve key metrics (sign-ups, activation rate, retention, MAUs, PQLs, etc.). Leverage product analytics to glean insights and iterate quickly based on what’s working.
- Cross-Functional Collaboration: Work closely with Product Management and Engineering to influence the product roadmap with growth-oriented enhancements (e.g. viral features, usage telemetry). Partner with Marketing on growth campaigns and with Sales/CS to seamlessly hand off product-qualified leads and upsell opportunities. Ensure alignment between PLG initiatives and broader go-to-market efforts, creating a cohesive customer journey.
- Metrics Ownership: Own and monitor the health of the self-serve funnel and product engagement. Dive deep into analytics dashboards to track KPIs like user acquisition cost, activation %, feature adoption, conversion and expansion revenue, and churn. Communicate progress, learnings, and recommendations to the leadership team on a regular basis, tying product engagement to revenue outcomes.
- Customer Advocacy: Be the internal champion for our users. Research and understand the needs of Salesforce developers, admins, and IT leaders using Flosum. Gather feedback qualitatively and quantitatively to inform growth priorities. Ensure customer empathy and value delivery remain central as we optimize for growth.
