Requirements and responsibilities
Reflow is a workforce and workflow intelligence platform for enterprise operations teams. We run structured GTM experiments — each one targeting a specific ICP hypothesis — and we need someone who can own the lead list side of that process end to end.Your job is simple to describe but hard to do well: take a hypothesis, find the right companies and contacts, enrich them to a high standard, and hand off a list that's ready to work. You won't run the outbound experiments — that's the sales team's job. You own the list quality.What you'll doReceive a GTM hypothesis (e.g. "Series B–D SaaS companies that recently hired a Head of Operations" or "mid-market enterprises with distributed ops teams scaling headcount") and translate it into a precise list of target companies and contactsUse Clay, Apollo, or similar tools to source, filter, and enrich leads — layering in firmographics, hiring signals, funding rounds, tech stack, headcount growth, and other relevant signalsQA your own output: validate contact accuracy, remove bad fits, flag ambiguous cases with reasoningRefine lists based on feedback from the sales team after each experiment run — if certain accounts aren't converting, understand why and adjust the filter logicDocument your methodology per hypothesis so lists are reproducible without starting from scratch each timeSuggest improvements to hypothesis definitions when you notice patterns in the dataWhat we're looking forDeep, hands-on experience with Clay, Apollo or similar tools — not just awareness of itComfortable pulling and combining data from multiple sources: Apollo, LinkedIn Sales Nav, Clearbit, Crunchbase, funding databases, intent data providersStrong judgment about what makes a good fit — volume is not the goal, quality isSolid understanding of the VC-backed startup ecosystem (funding stages, hiring signals, growth indicators) and mid-market enterprise buying dynamicsAble to work from a loosely defined hypothesis and ask the right clarifying questions to tighten itBackground in sales research, SDR, or data enrichment at a B2B SaaS company is ideal — doesn't need to be a full engineerCompensationHourly, depending on experience and tool depthOption to expand scope or go retainer after 90 days.Full-time if there's mutual fitHow to applyYour application should clearly address:Startups you had a similar role, including company stage and growth trajectoryYour process and approach building quality lead listsExamples of relevant workTool-stack you've got hands on experience withYour weekly availabilityHourly rate for 20h+/week commitmentIf we think there's a fit, we'll reach out to schedule an intro call. Looking forward!Compensation:We offer competitive pay based on the market and where you’re located. The salary ranges in our job postings are intentionally wide because they need to cover both U.S. and international candidates. Our final offer will depend on things like your experience, skill set, and location.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)