Commercial Sales Leader

Job description

## **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. ## **The Opportunity** 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. ## **What You'll Do** - **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. ## **Who You Are** 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 discovery, qualification, deal strategy, negotiation, and closing. - Experience building or improving a sales motion rather than simply inheriting a mature playbook. - A strong understanding of pipeline generation and how to create accountability around outbound prospecting. - The 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 something isn't working. - Strong cross-functional instincts and the ability to work effectively with Marketing, SDR, RevOps, Customer Success, and technical teams. - Intellectual curiosity and an interest in learning technical products deeply enough to help your team sell them effectively. ## **We'd Be Especially Excited If** - You've led Commercial or Mid-Market sales at a technical, developer-focused, AI, data, infrastructure, or platform software company. - You've scaled a team through a meaningful period of company growth. - You've helped define segmentation or move a sales organization from a less structured motion into a repeatable one. - You've sold into industries like manufacturing, logistics, robotics, automotive, or other environments where software interacts with the physical world. - You've managed both high-velocity SMB motions and more complex Mid-Market sales cycles. - You've successfully developed ICs into top performers or first-time managers. ## **What Success Looks Like** In your first year, you'll have: - Built a high-performing, accountable Commercial Sales organization. - Developed a clear operating cadence and consistent approach to forecasting, pipeline management, and deal inspection. - Improved seller productivity and conversion across the SMB and Mid-Market funnel. - Built a strong outbound culture alongside our inbound and product-led demand. - Hired and ramped additional sellers as the organization grows. - Developed a clear point of view on how Roboflow should segment and scale its Commercial business. - Created a bench of strong sellers who are growing their careers at Roboflow. - Established Commercial Sales as a predictable and increasingly meaningful contributor to Roboflow's growth. ## **Why Roboflow** Computer vision is becoming a foundational technology across industries, and we're still early in what's possible. At Roboflow, you'll have the opportunity to build alongside a team that's defining how companies adopt visual AI. You'll have meaningful ownership over not just the performance of your team, but how our Commercial Sales organization is designed as we scale. We're looking for someone who wants to build—not simply maintain—the next stage of our sales organization.