Commercial Sales Leader

Who We Are

Roboflow is on a mission to give software the sense of sight.

Our platform makes it easier for developers and organizations to build, deploy, and manage computer vision applications. More than 1 million developers have used Roboflow, and our customers range from startups to some of the largest companies in the world.

As computer vision moves from experimentation into production, we're building the go-to-market organization that will help companies discover where visual AI can transform their businesses and get those solutions into production.

We're looking for a Commercial Sales Leader to lead and scale our SMB and Mid-Market sales organization.

Our Commercial Sales team already has a foundation in place. Your job will be to take it to the next level.

You'll inherit a team of Account Executives across our SMB and Mid-Market segments and be responsible for developing the people, processes, and operating rhythm required to scale the organization.

This is a hands-on leadership role. We're looking for someone who can coach sellers, inspect deals, improve pipeline generation and conversion, and identify where our commercial sales motion needs to evolve as Roboflow grows.

You'll partner closely with Sales Development, Marketing, Revenue Operations, Field Engineering, Customer Success, and Sales leadership to build a repeatable commercial engine while maintaining the speed and experimentation of an earlier-stage company.

• Lead and develop our Commercial Sales team. Manage a team of SMB and Mid-Market Account Executives, setting a high bar for performance while investing deeply in coaching and development.

• Scale the organization. Help determine the structure, hiring plan, territories, segmentation, and processes needed as the Commercial team grows.

• Own the number. Be accountable for Commercial Sales performance, including pipeline, bookings, conversion, productivity, and forecast accuracy.

• Coach the full sales cycle. Work alongside your team on qualification, discovery, demos, deal strategy, negotiation, and closing.

• Build a repeatable sales motion. Identify what's working, what's not, and turn those learnings into processes and playbooks that help the team sell more effectively.

• Raise the bar on pipeline generation. Build a team that doesn't wait for opportunities to arrive. Partner with SDR and Marketing leadership while creating strong outbound habits within the AE organization.

• Create a strong operating cadence. Run effective 1:1s, pipeline reviews, forecast calls, deal reviews, and team meetings that drive accountability without unnecessary process.

• Use data to improve performance. Understand where we're winning and losing across the funnel and translate those insights into changes in coaching, process, segmentation, or strategy.

• Hire exceptional people. Partner with Recruiting to identify, assess, and close high-performing sellers as we continue to grow the team.

• Develop future leaders. Build an organization where strong performers can grow into larger roles as Roboflow scales.

• Bring the voice of the market back to Roboflow. Surface patterns from prospects and customers that can influence our product, positioning, and go-to-market strategy.

We're less concerned with checking every box than we are with finding someone who has built high-performing sales teams and knows how to operate in a fast-moving environment.

You likely have:

• Experience leading high-performing SMB, Mid-Market, Commercial, or Inside Sales teams in B2B software.

• A 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 the ability to coach sellers through…