Account Manager (London)

Flosum · Remote · UK

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 3mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Flosum's careers page

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The job

What you'd do: Manage a portfolio of enterprise Salesforce DevOps platform accounts (London) on renewals, upsell and cross-sell, with QBRs and C-level engagement. Targets include NRR above 120% and GRR above 93%.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly handed to you: inbound leads or a set list of customers.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 107 days. Ask why it's been hard to fill.
Company hiring: 4 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

SDR or inbound support. You won't be building all of your own pipeline from zero.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Flosum? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

About Flosum Flosum is a leading Salesforce-native DevOps platform that enables enterprises to manage and accelerate their Salesforce development lifecycle with security, compliance, and efficiency at scale. Built entirely on Salesforce, Flosum empowers teams to streamline releases, improve governance, and drive faster innovation. Role Overview We're looking for a driven, relationship-first Account Manager to own and grow a portfolio of enterprise accounts. You'll be the primary point of contact for a set of high-value customers — responsible for renewal, expansion, and long-term success. You'll partner closely with Sales, Customer Success, and Product to ensure our customers see measurable impact from our platform and grow with us over time. Requirements Own a portfolio of accounts, managing the post-sale lifecycle including QBRs, renewals, and expansions. - Build and maintain multi-threaded relationships across economic buyers, executives, and champions within each account. - Proactively identify upsell and cross-sell opportunities and drive net revenue retention above 120%. - Partner with Customer Success Managers to ensure product adoption, time-to-value, and health scores are on track and gross revenue retention above 93%. - Lead executive business reviews and translate platform data into business-relevant insights for C-suite stakeholders. - Forecast renewal and expansion revenue accurately in Salesforce on a monthly and quarterly basis. - Serve as the voice of the customer internally — surfacing product feedback, risks, and opportunities to Product and Leadership. - Navigate complex contract negotiations and procurement cycles with legal and finance stakeholders. Required Qualifications - 6+ years in Account Management, Sales, or a quota-carrying role in B2B SaaS - Demonstrated track record of meeting or exceeding GRR, NRR, upsell, and renewal targets on enterprise accounts ($100K+ ACV). - Strong executive presence — comfortable engaging VP and C-level stakeholders in strategic conversations. - Experience managing complex, multi-stakeholder accounts with long sales cycles. - Excellent written and verbal communication skills; ability to build trusted advisor relationships. - Strong commercial acumen — able to construct ROI narratives and business cases for expansion. - Experience working with SaaS platforms, preferably in the Salesforce ecosystem - Strong understanding of Salesforce (Admin, DevOps, or development lifecycle concepts preferred) Preferred Qualifications - Experience with Salesforce DevOps tools or release management processes - Familiarity with CI/CD, version control, or agile development practices - Background working with enterprise customers Salesforce certifications (Admin, Platform App Builder, etc.)

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