Job Description
Modern software runs on open source, and managing the compliance, security, and regulatory complexity that comes with it is one of the biggest problems facing engineering and legal teams today. FOSSA is the platform they use to address these challenges. We help thousands of organizations automate license compliance, prioritize vulnerabilities, generate and operationalize SBOMs, and meet regulatory requirements. Whether it’s scanning AI-generated code for IP risks or helping a company through M&A due diligence, FOSSA gives teams the confidence to ship software they trust.
FOSSA is a rapidly growing series-B company with a truly distributed team. While our roots are in San Francisco, our growing team has members in several countries across many time zones. We’re always working to find the perfect balance of effective approaches to distributed work, while maintaining the direct personal connections that help us work better together and love our jobs.
Your Mission
You’re a RevOps Generalist who’s just as comfortable deep in Salesforce configuration as you are building a forecasting model or pulling apart a funnel report to figure out where deals are actually stalling. You think in systems: how a lead moves from marketing to sales to close to renewal, and where the handoffs and data tend to break down along the way. More importantly, you have the hands-on skill to actually fix what you find, not just diagram it.
This is a contract role at a fast-moving startup, so a certain amount of ambiguity comes with the territory, and you should be someone who’s energized by that rather than thrown off by it. You’ll often be defining the right way to do something as much as executing it. You’re comfortable inheriting a messy CRM instance and making it clean, adopted, and trustworthy. You can move easily between the technical work (Salesforce administration, tool integrations, workflow automation), the analytical work (dashboards, KPIs, capacity models), and the cross-functional work of getting Sales, Marketing, CS, and Finance to agree on a number.
Most importantly, you’re a builder and an operator, not just an analyst. You don’t wait to be handed a fully scoped project. You spot the friction in the revenue process, propose the fix, and go build it.
Responsibilities & Key Skills:
- Own the GTM tech stack. Administer and optimize the CRM and connected tools across sales, marketing, and customer success, so systems stay integrated, adopted, and clean. This includes our core Salesforce instance as well as the tools our GTM Max initiative is building out.
- Drive pipeline and forecasting rigor. Build and maintain forecasting models, pipeline reporting, and dashboards that give leadership a reliable view of revenue health and deal progression.
- Design and streamline revenue processes. Map and improve the end-to-end funnel, from lead to close and beyond, removing friction and aligning handoffs between marketing, sales, and CS. Help build out and enforce the closed-deal checklist, and keep an eye on the quoting process: what’s being sent, how, and by whom, including exploring a quoting agent or CPQ-style workflow inside Salesforce. Turn data into actionable insight on conversion rates, sales velocity, churn, and other KPIs to inform strategy and resource allocation.
- Manage planning and operations cadences. Support quota and comp planning and capacity modeling.
- Partner cross-functionally. Act as the connective layer between GTM teams and Finance, so goals, metrics, and go-to-market execution stay aligned.
Qualifications
- Proven hands-on Salesforce administration experience, including building and maintaining flows, automations, security and sharing models, and reporting. Salesforce Admin certification is a plus.
- Strong sales/revenue operations background, including forecasting methodology, pipeline management, and funnel/conversion analysis
- Demonstrated ability to design and implement GTM tech stack integrations across sales, marketing, and CS tools, with an eye toward data cleanliness and adoption
- Strong analytical skills and fluency building dashboards and reporting (Salesforce reports/dashboards, Excel/Sheets, and/or a BI tool)
- Experience supporting quoting, deal desk, or CPQ-style processes
- Comfortable working independently and setting your own priorities in an ambiguous, fast-paced startup environment as a contractor
- Clear written and verbal communicator who can work cross-functionally with Sales, Marketing, CS, and Finance stakeholders
- Detail-oriented, with a bias toward clean data and real process fixes over quick patches
It’s a plus if you also have
- Experience with CPQ or quoting-automation tools (native Salesforce CPQ, DealHub, PandaDoc, or similar)
- Experience with marketing/sales engagement tools (e.g., Marketo, HubSpot, Outreach, Gong) and how they integrate with Salesforce
- Experience with quota, capacity, or commission-planning tools (e.g., Xactly, CaptivateIQ, Spiff)
- Prior RevOps experience at an early- or growth-stage B2B SaaS company
- Experience partnering directly with Finance on GTM metrics, planning, and reporting cadences
- Familiarity with AI-driven GTM tooling, or a willingness to evaluate and pilot new tools as part of the GTM Max initiative
Engagement Details
- Type: Independent contractor (1099 / consulting agreement)
- Commitment: Part-time, approximately 10–20 hours/week, with some flexibility based on scope and workload
- Location: Remote US
- Rate: $100–$125 per hour, based on experience
- Duration: initial engagement length 3 months with potential to extend
