Enterprise Account Executive

Job description

WHO WE ARE Our mission is to make the world programmable. Sight is one of the key ways we understand the world, and soon this will be true for the software we use, too. We’re building the tools, community, and resources needed to make the world programmable with artificial intelligence. Roboflow simplifies building and using computer vision models. Today, over 1M+ developers, including those from half the Fortune 100, use Roboflow’s machine learning open source and hosted tools. That includes counting cells https://blog.roboflow.com/cancer-research-computer-vision/ to accelerate cancer research, improving construction site safety https://blog.roboflow.com/preventing-accidents-on-construction-sites-with-computer-vision/, digitizing floor plans https://blog.roboflow.com/floor-plan-analysis-computer-vision/, preserving coral reef populations https://blog.roboflow.com/reefos-supercharging-coral-reef-restoration-with-ai/, guiding drone flight https://blog.roboflow.com/georeferencing-drone-videos/, and much more https://roboflow.com/templates. Roboflow is supported by great customers and investors, having raised over 63 million from Y Combinator, Google Ventures, Craft Ventures, Sam Altman, Lachy Groom, amongst other leading software investors. Roboflowers are passionate builders who value ownership, accountability, and a bias toward action. We're curious, hands-on with new tech, and prefer showing our work over talking about it. Many of us have a founder mindset and thrive in our high-autonomy environment. WHAT YOU'LL DO 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 our 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 ARE - Minimum 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 LIKE - Consistently exceeds quota by landing and expanding within high-value enterprise accounts, driving meaningful revenue across multi-team deployments - Builds 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 conversations - Effectively partners with Field Engineering to run tailored demos, pilots, and evaluations that convert into production use cases - Navigates complex, technical sales cycles by aligning multiple stakeholders—from hands-on builders to executive decision-makers - Identifies 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 friction - Maintains accurate, high-integrity pipeline and forecast (CRM hygiene), with clear visibility into deal progress, risks, and next steps - Brings back structured customer insights to influence product, messaging, and go-to-market strategy—especially around emerging AI/vision use cases - Raises the bar for the team by sharing learnings, refining outbound approaches, and mentoring others on how to break into technical accounts. We row together WHO YOU'LL BE WORKING WITH Our team of ~120 attracts talent like executives that wanted to return to building, founders with a 100M+ exit, Roboflow users turned team members, open source contributors, a cyclist who biked across the United States, prolific high school hackers, a CTO from 100+ engineering organization, amongst many exceptional others. As an Account Executive, you’ll partner directly with our Sales Director, CEO, and Field Engineering to scale adoption into customer accounts. You’ll also collaborate with Marketing around various campaigns and share customer feedback with Product. Finally, you'll mentor our SDRs and lead the charge as you prospect into new accounts. WHERE YOU'LL WORK Roboflow 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 https://blog.roboflow.com/how-we-work-together-at-roboflow/ (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 WORK Roboflow 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 RECEIVE To determine your salary, we use a number of market and data-driven salary sources. We review all salaries every six months to ensure we stay in line with the market. 💰 The 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 Office - Cover up to 100% of your health insurance costs for you and your partner or family - Equity in the company so we are all invested in the future of computer vision INTERVIEW PROCESS (~5 HOURS) We’re committed to building an exceptional team and aim to be thoughtful while also moving quickly. We respect your time and strive to make decisions efficiently, depending on scheduling and availability. The full process typically spans 2–3 weeks. You’ll have several conversations with the hiring manager, a member of the Roboflow leadership team, and complete a role-relevant project or challenge. Throughout the process, you’ll speak directly with team members about what it’s like to work and succeed at Roboflow. NOT SURE IF THIS IS YOU? We want a diverse, global team with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, look into our Former Founders https://app.dover.com/apply/Roboflow/26d4ab31-e73d-47c8-9c25-ead170b5ac12/?rs=76643084 role or subscribe to our career newsletter by emailing "Subscribe" to operations@roboflow.com. We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time. LEARN MORE ABOUT US We are building a diverse Distributed team https://blog.roboflow.com/how-we-work-together-at-roboflow/that is distributed across the globe. Roboflow is an equal opportunity workplace; we welcome people from all backgrounds, communities, and experiences. We provide competitive compensation and stellar benefits to accelerate your personal and work life. Learn more about what it is like to work at Roboflow by reading these blog posts. https://blog.roboflow.com/tag/working-at-roboflow/ EQUAL EMPLOYMENT OPPORTUNITY At Roboflow, we believe great ideas come from everywhere—and everyone. We’re proud to be an Equal Opportunity Employer committed to building a diverse and inclusive team. We consider all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, veteran status, or any other legally protected characteristics.