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Roboflow is building the go-to-market organization to help companies discover where visual AI can transform their businesses. The company's platform makes it easier for developers and organizations to build, deploy, and manage computer vision applications, with over 1 million developers using the platform.
You will lead and scale the Sales Development function from its current foundation into a world-class, scaled organization. This is a hands-on leadership role where you'll directly manage SDRs while owning pipeline generation strategy, operating systems, and team performance. You'll operate as a frontline leader—listening to calls, coaching reps, developing account strategies, and improving messaging—while also building the strategic infrastructure for long-term scaling.
Key responsibilities include:
- Directly manage and develop the SDR team, providing frequent coaching on prospecting, discovery, qualification, and execution
- Own SDR-sourced pipeline quality and funnel performance from targeting through AE handoff and revenue contribution
- Build and maintain high-signal account prioritization, coverage, and segmentation strategies
- Develop creative, targeted outbound approaches that go beyond volume-based prospecting
- Create the SDR operating system: playbooks, processes, tooling, dashboards, enablement, and ramp expectations
- Build technical and sales enablement programs so SDRs can credibly discuss the platform and computer vision use cases
- Use data to diagnose funnel performance, identify bottlenecks, and drive continuous improvement
- Partner closely with Account Executives, Sales leadership, Marketing, Revenue Operations, and Recruiting
- Own the SDR talent lifecycle: hiring, onboarding, performance management, and development into AE and other roles
- Determine how the SDR organization should evolve as Roboflow grows, including structure, hiring, specialization, and territories
- Experiment with new messaging, tools, channels, and workflows to identify what works at scale
You'll be based in New York City and will be a key leader in building the growing NYC go-to-market organization.
REQUIREMENTS:
- Significant experience leading Sales Development or Business Development teams in B2B software
- Track record of building teams that consistently generate high-quality pipeline (not just meetings or activity)
- Direct experience managing and developing SDRs with genuine interest in frontline coaching
- Experience scaling a Sales Development organization through meaningful growth
- Strong opinions about great outbound, paired with willingness to experiment and adapt
- Proven ability to hire, onboard, develop, and performance-manage high-performing SDR teams
- Track record of developing SDRs into successful Account Executives or other GTM roles
- Strong analytical instincts and ability to diagnose funnel performance using data
- Experience partnering closely with Account Executives, Sales leadership, Marketing, and Revenue Operations
- Ability to balance short-term pipeline targets with long-term organizational building
- High standards, strong communication skills, and ability to create accountability while maintaining team culture
- Comfort operating in environments where the playbook is still being written
- Ability to become fluent in technical products and translate complex concepts into simple, compelling language
PREFERRED QUALIFICATIONS:
- Experience leading Sales Development at technical, developer-focused, AI, data, infrastructure, or platform software companies
- Success building outbound motions targeting technical buyers and large organizations
- Experience moving SDR organizations from activity-based prospecting toward account-based pipeline generation
- Track record building technical enablement programs for sophisticated buyers
- Success building strong SDR-to-AE promotion engines
- Experience establishing or growing sales offices or GTM hubs
