Role Description Flosum is a profitable B2B SaaS company building the leading Salesforce-native DevSecOps, Data Protection, and Security platform. Our solutions are trusted by Fortune 500 enterprises in highly regulated industries including financial services, healthcare, government, and insurance. We operate at the highest level of the Salesforce ecosystem as a Salesforce Summit Partner and Innovation Award winner. Our platform is built entirely on Salesforce and serves customers where security, compliance, and reliability are critical. What You’ll Own: - Technical architecture across Salesforce and Node.js systems - End-to-end ownership of development execution and delivery - Managing and improving performance of developers across the team, with direct accountability for output - Driving development velocity and removing bottlenecks - Establishing clear engineering standards and accountability - Owning the training and ramp-up of Node.js developers into Salesforce (1–2 month ramp expected), including hands-on guidance and technical oversight - Working directly with the CEO and leadership team on priorities and execution - Directly managing and guiding developers, not just coordinating through layers - Making final technical decisions when needed to ensure execution is not blocked Qualifications - 7+ years of software development experience - Strong Salesforce experience at the architecture level - Proven experience as a technical architect - Strong hands-on Node.js experience in production systems - Experience managing developers and being accountable for delivery - Ability to design and own end-to-end system architecture - Strong ownership mindset with focus on execution Requirements - You take ownership of outcomes, not just tasks - You can quickly assess team capability, identify gaps, and fix them - You are comfortable making decisions and being accountable for them - You bring structure, stability, and accountability to engineering teams - You can train developers who do not have Salesforce experience This Is a Leadership Role This is not a coordination role and not a passive management position. You are expected to: - Own architecture decisions - Own delivery outcomes - Own team performance

• Generate qualified meetings and pipeline through outbound prospecting and inbound lead follow-up • Research and prioritize target accounts and key personas within assigned territories • Execute multi-channel outreach (calls, email, social, events) with personalized, value-driven messaging • Qualify prospects using defined frameworks (e.g., MEDDPICC) and transition opportunities to Account Executives • Maintain accurate and up-to-date activity tracking in CRM and sales engagement tools • Partner with Marketing on campaigns, messaging feedback, and lead quality optimization • Consistently meet or exceed activity, meeting, and pipeline generation targets.

JOB DESCRIPTION: 主要工作职责及内容: - 日常拜访：每周应该保证4.5天的正常拜访时间。每天的面对面有效拜访人数不应该少于12人。应该保证对A，B级客户的正确覆盖率和拜访频率。 - VIP拜访：每月至少一次对固定区域内重要医院的主管院长、药剂科主任、药事委员会成员、重要学科带头人进行拜访，以获得最大的支持。 - 产品介绍会：每周至少召开一次产品介绍会，以扩大医生对产品的进一步了解。 - 绩效发展：每月初应根据公司下达指标对自己负责的固定区域进行规划，并且每周跟踪进度，以完成自己的目标。 - 区域管理：对自己负责的固定区域内医院进行合理规划，定期更新区域内客户科室信息。以精耕细作原则，拓展区域生意。 - 财务管理：每月初根据地区经理给予的预算，根据市场情况提出市场活动的费用预申请，在地区经理批准后进行支出，费用发生3周内及时递交DM。 - 产品管理：根据公司市场部各产品经理的策略，根据自己的固定区域具体情况，每月初制定产品发育计划以及重点产品发育计划，尤其是新产品的发育。 - 产品知识：每周周例会进行产品知识讲解，并定期进行考试，考试成绩将作为绩效评估的依据。 - 业务技巧：在实地有效地使用所学的业务技巧，提高有效拜访效率。 - 日常工作时间：每天必须保证在区域内进行8小时的有效拜访工作。另外，业务员工应保证公司及客户在早8:00点起，至晚22:00点之前可以取得完全的联系，即意味着员工要在此规定时间内保持手机的开机状态（公司已给每位员工交通/通讯费补贴） - 报表管理 The base pay for this position is N/AIn specific locations, the pay range may vary from the range posted. JOB FAMILY: Sales Force DIVISION: EPD Established Pharma LOCATION: China : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Not specified MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Not Applicable

Job DetailsJob Location: TEMPERPACK VA - RICHMOND, VA 23222Position Type: Full TimeEducation Level: Not SpecifiedTravel Percentage: NegligibleJob Shift: DayJob Category: MarketingAbout TemperPack At TemperPack, we protect products with packaging that protects the planet. We focus on helping food and life science companies ship perishable products without unnecessary plastic waste. Founded in 2015 and headquartered in Richmond, today TemperPack is the leader in designing and manufacturing recyclable and compostable alternatives to Styrofoam coolers. Our growth comes from our commitments to innovation, to our teammates, and to our core values: shoot for the moon and land there, do it together, love the process, and be the most respected. Job Title: Business Development Representative Supervisor’s Title: VP Sales - Life Science Department: Commercial Location: Remote or 4101 Carolina Ave, Richmond, VA 23222 Overview: The purpose of this job is to be the primary generator of new sales pipeline for TemperPack in the Life Science market segment. This role is that of a “door opener,” someone who gets meetings and opportunities for our sales directors to work and close. This is an essential role on our team. The person in this position should have expertise in and enthusiasm for cold outreach – calls, emails, LinkedIn, etc. They should be proficient with lead gen software and have a knack for getting people to engage with them. Essential Functions: Prospect and generate new leads Use various channels such as cold calling, email campaigns, networking events, and social media to generate leads. Build and manage target audience lists Develop ideas on industries, segments, and specific companies to target Do direct research via LinkedIn Sales Navigator, ZoomInfo, or other tools to identify specific individuals Develop tailored messaging for specific audiences Deftly use sales tools and technology Be a leading Salesforce and Hubspot expert within our company. Use Hubspot and Salesforce to daily for email campaigns, activity tracking, and data analysis. Guide and assist other team members in using SFDC (managing leads, running reports, etc). Personal traits: Optimism and resilience. Someone who is unfazed by dissatisfying phone calls and indifference to emails. Someone who likes talking to people. Collaboration. Working together on messaging, new ideas, and results. Transparency. Tracking outbound messages and calls in Salesforce and Hubspot, etc Force of positivity, teamwork, and achievement on the team. QualificationsQualifications Experience: Minimum 2 years in lead generation / business development role. Preferred experience in life science, packaging, manufacturing, or software. Education: college degree preferred. Excellent writing and verbal communications skills. Salesforce and Hubspot: Some experience required, certification preferred. Must be comfortable using those platforms. *Important Notice: At this time, our company will not be engaging with external agencies or third-party vendors for recruitment services. We appreciate the interest of recruitment agencies, but kindly request that they refrain from contacting us regarding potential candidates. We are excited to build our internal recruitment capabilities and establish direct relationships with potential hires. TemperPack provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, sex/gender (including pregnancy, childbirth, and related medical conditions, sexual orientation, and gender identity), national origin, age, disability, genetic information, or status as a covered veteran/reservist, and any other class of protected individuals, in accordance with applicable federal, state, and local laws. Our company uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.E-Verify.gov.