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Roboflow is building the platform that gives software the sense of sight. The company's computer vision platform helps developers and organizations build, deploy, and manage visual AI applications, with over 1 million developers using the platform and customers ranging from startups to Fortune 500 companies.
You will lead and scale Roboflow's Commercial Sales organization, managing a team of Account Executives focused on SMB and Mid-Market segments. This is a hands-on leadership role where you'll be responsible for developing people, building processes, and creating the operating rhythm needed to scale the sales organization.
Key responsibilities include:
- Leading and coaching a team of SMB and Mid-Market Account Executives, setting high performance standards while investing in development
- Owning Commercial Sales performance metrics including pipeline, bookings, conversion, productivity, and forecast accuracy
- Building a repeatable sales motion by identifying what works, documenting learnings into playbooks, and continuously improving effectiveness
- Coaching the full sales cycle from qualification through closing, working alongside your team on deal strategy and negotiation
- Raising the bar on pipeline generation by building strong outbound habits and partnering with SDR and Marketing leadership
- Creating an effective operating cadence with 1:1s, pipeline reviews, forecast calls, and deal reviews that drive accountability
- Using funnel metrics and sales data to diagnose problems and inform coaching, process, and strategy changes
- Hiring and developing high-performing sellers, building a bench of future leaders
- Bringing market insights back to Roboflow to influence product, positioning, and go-to-market strategy
- Determining team structure, hiring plans, territories, and segmentation as the organization grows
You'll partner closely with Sales Development, Marketing, Revenue Operations, Field Engineering, Customer Success, and other sales leadership to build a repeatable commercial engine while maintaining the speed and experimentation of an earlier-stage company.
In your first year, success looks like: building a high-performing, accountable Commercial Sales organization; developing a clear operating cadence and forecasting approach; improving seller productivity and conversion; building a strong outbound culture; hiring and ramping additional sellers; establishing a clear segmentation and scaling strategy; creating a bench of strong performers; and making Commercial Sales a predictable, meaningful contributor to Roboflow's growth.
REQUIREMENTS:
- Experience leading high-performing SMB, Mid-Market, Commercial, or Inside Sales teams in B2B software
- Track record of consistently hitting or exceeding team revenue targets
- Experience managing and developing Account Executives (not just managing the number)
- Strong sales fundamentals and ability to coach sellers through discovery, qualification, deal strategy, negotiation, and closing
- Experience building or improving a sales motion (not just inheriting a mature playbook)
- Strong understanding of pipeline generation and accountability around outbound prospecting
- Ability to use funnel metrics and sales data to diagnose problems and make decisions
- Experience hiring and developing high-performing sellers
- High standards paired with a coaching-oriented leadership style
- Comfort operating with ambiguity, experimenting, and changing course when needed
- Strong cross-functional instincts and ability to work with Marketing, SDR, RevOps, Customer Success, and technical teams
- Intellectual curiosity and interest in learning technical products deeply enough to help your team sell them
PREFERRED:
- Led Commercial or Mid-Market sales at a technical, developer-focused, AI, data, infrastructure, or platform software company
- Scaled a team through meaningful company growth
- Helped define segmentation or moved a sales organization from unstructured to repeatable motion
- Sold into manufacturing, logistics, robotics, automotive, or industries where software interacts with the physical world
- Managed both high-velocity SMB and complex Mid-Market sales cycles
- Successfully developed individual contributors into top performers or first-time managers
