About the role

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 do

• Receive 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 contacts

• Use 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 signals

• QA your own output: validate contact accuracy, remove bad fits, flag ambiguous cases with reasoning

• Refine lists based on feedback from the sales team after each experiment run — if certain accounts aren't converting, understand why and adjust the filter logic

• Document your methodology per hypothesis so lists are reproducible without starting from scratch each time

• Suggest improvements to hypothesis definitions when you notice patterns in the data

What we're looking for

• Deep, hands-on experience with Clay, Apollo or similar tools — not just awareness of it

• Comfortable pulling and combining data from multiple sources: Apollo, LinkedIn Sales Nav, Clearbit, Crunchbase, funding databases, intent data providers

• Strong judgment about what makes a good fit — volume is not the goal, quality is

• Solid understanding of the VC-backed startup ecosystem (funding stages, hiring signals, growth indicators) and mid-market enterprise buying dynamics

• Able to work from a loosely defined hypothesis and ask the right clarifying questions to tighten it

• Background in sales research, SDR, or data enrichment at a B2B SaaS company is ideal — doesn't need to be a full engineer

Compensation

• Hourly, depending on experience and tool depth

• Option to expand scope or go retainer after 90 days.

• Full-time if there's mutual fit

How to apply

Your application should clearly address:

• Startups you had a similar role, including company stage and growth trajectory

• Your process and approach building quality lead lists

• Examples of relevant work

• Tool-stack you've got hands on experience with

• Your weekly availability

• Hourly rate for 20h+/week commitment

If 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.