Floe - Business Operations Lead (BizOps

Business Operations Lead (Biz Ops)

Floe is a rapidly growing climate tech 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.

We are hiring our first Business Operations (Biz Ops) 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.

Go-To-Market & Business Development

• 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

Monetization Strategy & Revenue Streams

• 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

Operations, Logistics, & SOP Streamlining

• Work with Floe's fractional COO and leadership team to map,…