Floe - Business Operations Lead (BizOps)

Floe - Business Operations Lead (BizOps)

Floe is a rapidly growing climatetech startup that has developed the smart, cost-effective, and eco-friendly solution for managing hazardous ice and snow on roofs and around the building envelope. Compared to traditional solutions, our automated system safely and effectively mitigates dangerous buildup while reducing operating costs by over 40% and carbon emissions by over 99%. Originally spun out of MIT and Yale and tested in collaboration with the U.S. Army Corp of Engineers, Floe has been validated at dozens of sites in some of the world's harshest winter environments. Our technology is trusted by major national retailers, state governments, and large commercial and residential property owners across the US and Canada. As we scale rapidly and expand into new verticals, we are building a team of talented, mission-driven people who value impact, precision, and integrity. Our team thrives in a fast-paced, innovative environment and has an excellent results-oriented track record. We are eager to recruit individuals who are driven, thoughtful problem-solvers and who bring diverse perspectives to our mission.

About the Role

We are hiring our first Business Operations (BizOps) team member, to work directly with the leadership team on revenue growth, go-to-market strategy, partnerships, manufacturing decisions, and operational scale. This role is ideal for someone who enjoys ambiguity, takes ownership, operates with high agency, and wants hands-on experience building and refining real GTM and operating systems. You will work on high-impact projects that directly influence how Floe sells, partners, manufactures, and scales. This is a unique opportunity to join a profitable, rapidly scaling startup at a key inflection point as it transitions from successful early deployments to broader rollouts across North America and beyond. The scope of this role will evolve significantly as the company scales, and will be shaped in part by the strengths and initiative of the person in the role. High performers will take on increasing ownership across strategic initiatives, cross-functional execution, and company-level decision support.

Responsibilities

• Partner with the leadership team to refine Floe's go-to-market strategy across enterprise sales, contractor channels, architect/consultant relationships, and independent manufacturer rep channels, helping refine where and how the company drives growth
• Analyze sales pipeline performance, deal flow, win/loss drivers, metrics, and conversion dynamics across channels to identify bottlenecks and growth opportunities
• Refine and evolve ideal customer profiles (ICPs), priority use cases, and vertical segmentation based on customer data, sales feedback, and market dynamics
• Evaluate and improve Floe's marketing and sales processes, including supporting materials, messaging, and how prospects move through the customer journey
• Quantify, define, and help develop scalable lead generation strategies, including inbound, outbound, partner-driven, and event-based channels
• Structure and evaluate partnership models with roofing contractors, independent sales reps, and regional distributors, including incentives, margins, and roles
• Develop partner onboarding materials, playbooks, and partner-facing SOPs to enable consistent execution at scale
• Support development of a strategy for building insurance-related relationships, including understanding incentives, stakeholders, and potential distribution or referral pathways
• Model and analyze Floe's revenue streams, including hardware, consumables (deicer), software, and services.
• Support pricing strategy, bundling options, and margin optimization across customer segments and channels
• Evaluate expansion opportunities such as service contracts, subscriptions, multi-site agreements, and add-on modules
• Build and refine robust financial models, clearly identifying key assumptions, drivers, sensitivities, and tradeoffs that inform leadership decisions
• Work with Floe's fractional COO and leadership team to map, assess, and improve operational workflows across sales, engineering, manufacturing coordination, installation, and customer support
• Design, document, and implement robust SOPs and tools to streamline execution for both internal teams and external partners
• Support logistics and operations analysis, including shipping, installation coordination, lead times, inventory considerations, and quality/certification requirements and processes
• Support manufacturing cost analysis comparing contract manufacturing versus in-house manufacturing scenarios
• Identify key cost drivers, scale effects, and operational constraints associated with bringing manufacturing in-house
• Research grants, incentives, and funding opportunities tied to manufacturing expansion in Buffalo
• Build financial models related to BOM costs, labor, scaling scenarios, and margin impact under different production strategies
• Support the CEO in exploring and executing equity and debt financing initiatives, including research, financial analysis, and preparation of supporting materials

Qualifications

• 3-5+ years of experience working in strategy, operations, finance, business analytics or similar roles
• Strong preference for early or growth stage startup experience
• Strong analytical and financial modeling skills
• Comfortable working with imperfect data, ambiguity, and real-world constraints
• Demonstrated ability to structure ambiguous problems and drive them to execution is highly valued
• Able to operate independently and manage multiple workstreams in parallel
• Clear, concise communicator who can translate analysis into practical recommendations and action

Nice to Have

• Background in consulting, operations, finance, or business development
• Experience with hardware, industrial products, construction, or infrastructure-adjacent businesses
• Familiarity with channel sales, partnerships, or manufacturing economics

What You'll Gain

• Direct exposure to founder-level GTM, monetization, and operating decisions
• Real ownership of projects tied directly to revenue growth and operational scale
• Experience building partnerships, SOPs, and operating systems from the ground up
• Insight into how a climatetech company scales across sales, operations, and manufacturing
• Significant learning velocity and exposure to how a scaling company is built from the inside

Location

• This is a hybrid position based in Buffalo, NY, with the ideal candidate residing in Western New York, but we are open to a candidate working remotely, preferably in NYS. Compensation for this full-time role will be commensurate with experience, skills, education, and location.

Compensation

• $90,000 -$120,000 base salary + options + benefits (Compensation may be flexible based on experience)

Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or assume sponsorship of an employment visa at this time. Applicants must be willing to submit to, and pass, a background check.

Please send a resume and a short note describing your interest and relevant experiences to both

View email address on click.appcast.io

and View email address on click.appcast.io . If available, please include 1-2 examples of financial models, GTM analyses, or operational projects you've worked on. Floe Inc is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender, or gender identity (except where gender is a bona fide occupational qualification), national origin, disability, or protected veteran status. The company shall not discriminate against any applicant because of race, color, religion, creed, sex, sexual orientation, gender, or gender identity (except where gender is a bona fide occupational qualification), national origin, age, disability, military/veteran status, marital status, genetic information, or any other factor protected by law. We are committed to equal employment opportunity in all decisions related to employment, promotion, wages, benefits and all other privileges, terms, and conditions of employment or engagement.