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Responsibilities
To continue hitting our ambitious goals, you’ll own deals from start to finish. This includes collaborating with our SDRs to qualify inbound leads and strategically prospecting into target accounts. You’ll be managing multiple deals concurrently, navigating org structures, and helping alleviate our prospects’ pain by showing the possibility, value, and impact of computer vision with Roboflow.We're a small team, so you’ll have a key hand in shaping the sales process. That includes an eagerness to identify what’s working, creating collateral to support the process, and iterating. You enjoy not only helping customers succeed but building processes.Identify and qualify leads (with our SDRs) and develop them into high-value opportunities.Build relationships with your prospects and customers, including executives in your accounts, to help understand their needs and simplify closing a deal.Close deals efficiently: Increasing our ACV and compressing our sales cycles.Prospect into new accounts and expand existing ones.Keep our CRM up to date (customer info, deal size, deal status), so we can forecast and improve our sales process.Work with technical stakeholders, including executives, to identify opportunities to accelerate the adoption of computer vision in their business with Roboflow.Collaborate with the rest of our team (product, marketing) to identify new features and messaging to increase the value and use of Roboflow.Who You AreMinimum 5+ years of Enterprise Account Executive experience.Experience managing end-to-end SaaS + complex platform solution sales at a previous startup.A track record of success in consistently building pipeline and hitting your number and overachieving.Previous experience preferred in developer tools, cloud infrastructure, machine learning, data analytics, and/or business intelligence tooling.A solution-based approach to selling and the ability to manage a sales process. Excellent presentation and listening skills, organization, and contact management capabilities.A hands-on approach to learning technical concepts and leading technical discussions internally and externally with stakeholders of all levels.Curiosity and a desire to learn as our product and sales process evolves.What Success Looks LikeConsistently exceeds quota by landing and expanding within high-value enterprise accounts, driving meaningful revenue across multi-team deploymentsBuilds and owns a high-quality pipeline through strategic outbound into technical organizations (ML engineers, data scientists, platform teams) AND operations.Quickly develops fluency in Vision AI and Roboflow’s platform—confidently leading technical and business conversationsEffectively partners with Field Engineering to run tailored demos, pilots, and evaluations that convert into production use casesNavigates complex, technical sales cycles by aligning multiple stakeholders—from hands-on builders to executive decision-makersIdentifies high-impact use cases within customer organizations and expands footprint beyond initial entry points (new teams, new workflows, new applications)Demonstrates strong judgment in deal strategy—knowing when to push, when to educate, and how to unblock technical or organizational frictionMaintains accurate, high-integrity pipeline and forecast (CRM hygiene), with clear visibility into deal progress, risks, and next stepsBrings back structured customer insights to influence product, messaging, and go-to-market strategy—especially around emerging AI/vision use casesRaises the bar for the team by sharing learnings, refining outbound approaches, and mentoring others on how to break into technical accounts. We row togetherWhere You'll WorkRoboflow is distributed across the US and Europe. We currently have Hubs in New York City and San Francisco (and plan to open more as we grow density in new cities). We provide opportunities (like team onsites in different cities) and resources (like a $4000/yr travel stipend) to work in person with other team members as much as you'd like, while also supporting remote team members. You can work from one of our Hubs (we offer a relocation bonus), work from home, work at co-working spaces, etc. We want you to work where you work best!When You'll WorkRoboflow primarily operates during the daytime hours in the US and there are some synchronous meetings you’ll be expected to attend each week. Apart from that, we have a flexible schedule that allows you to work collaboratively with other team members and asynchronously when needed.What You'll ReceiveThe OTE for this role is $300,000.In addition to our cash compensation, we offer generous perks and benefits. Below are some of the highlights:$4000/yr Travel Stipend to travel anywhere anytime to work alongside other Roboflowers$350/mo Productivity stipend to spend on things that make your work environment more productive, like high-speed internet at home or a co-working space$350/mo AI Tools$150/mo Team Lunch$500/one time Home OfficeCover up to 100% of your health insurance costs for you and your partner or familyEquity in the company so we are all invested in the future of computer vision
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