Sales Development Representative

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. ROBOFLOW HAS TWO CORE GTM MOTIONS: - Enterprise (Solutions): high-touch, custom deployments. - Corporate (Platform): self-serve, developer-platform sales across industries. WHAT YOU'LL DO 0-30 DAYS (LEARNING & ONBOARDING) - Learn Roboflow's product portfolio and value propositions. - Shadow peers and AEs to understand discovery, qualification, and closing motions. - Begin outbound prospecting via cold calls, emails, and social touches — no quota in this phase. - Learning foundational outbound playbooks and begin tracking personal metrics. 30-60 DAYS (MOMENTUM BUILDING) - Reach half of quota, with guided support to run discovery calls. - Develop and own multi-channel outbound sequences with AE pairing. - Build and qualify an early-stage pipeline; demonstrate consistent activity and progress toward targets. - Start enabling inbound opportunities and guiding sign-ups toward early value realization. 60-90 DAYS (INDEPENDENCE & INBOUND MOTION) - Take on solo discovery calls and full quota attainment. - Own outbound engagement with proven proficiency; begin earning exposure to inbound motion after demonstrating outbound excellence. - Learn and contribute to the inbound motion, including guiding platform sign-ups and initial sales forms, under AE mentorship. - Continue collaboration with marketing, product, and engineering to turn feedback into improvements. - Outbound Prospecting: Build pipeline by identifying and engaging companies that can benefit from Roboflow. Execute targeted outreach across email, LinkedIn, and phone to uncover high-value computer vision use cases. - Educate & Build Relationships: Serve as the first point of contact for potential customers. Clearly explain computer vision concepts, demonstrate how Roboflow’s tools fit into their workflows, and build trust by helping them understand where computer vision can solve real business problems. - Strategic Research & Market Insight: Continuously analyze industries, company initiatives, and emerging trends to identify where computer vision delivers the highest impact. Spot early technology adopters, understand how competitors are innovating, and use these insights to refine targeting and outreach strategy. - Be a Product Expert: Develop a strong understanding of Roboflow’s platform (labeling, training, deployment, workflows, etc) so you can quickly help customers and determine relevant solutions for their project. - Inbound Prospecting: Engage prospects who sign up for the Roboflow platform or respond to marketing campaigns. Understand their use cases/interest in CV, help them reach early value, and guide them toward next steps that lead to meaningful sales opportunities. - Pipeline Acceleration & Lead Nurturing: Move prospects through the marketing funnel from first touchpoint to a meeting booked with an account executive. Re-engage leads that have gone cold, build post-demo nurturing sequences, and create thoughtful follow-ups that highlight relevant use cases, resources, and customer stories. - Cross-Team Collaboration: Partner with sales, marketing, product and engineering to share insights from customer interactions and turn them into action: improving the product, sharpening marketing materials, and developing new, creative ways to reach ideal customers. WHO YOU ARE You are a self motivated, passionate individual with a sense of competition. You want to be part of (and take part in building) an exceptional sales team, with a focus on leveraging Roboflow's computer vision tools to impact and improve every industry (spanning manufacturing and retail to sports and pharmaceuticals). Skills that will help you succeed: - Excellent verbal and written communication: able to simplify complex subjects (e.g., computer vision) for non-technical prospects. - Friendly, cheerful, and outgoing personality (especially helpful in customer-facing interactions). - Data-driven: strong analytical skills to evaluate campaign metrics and continuously improve messaging. - Adaptable: able to handle objections on the fly and implement feedback quickly. - Entrepreneurial mindset: willing to take risks, try new approaches, stay creative, and bounce back when things don’t work. Previous startup or entrepreneurial experience is a huge plus. - 1-2 years experience in sales, software, or manufacturing. WHO YOU'LL BE WORKING WITH You’ll be part of a dynamic team that collaborates closely with AE counterparts, Field Engineers, and a broader SDR community. You’ll be mentored and paired in a way that accelerates your growth into a top-performing seller. WHERE YOU'LL WORK Roboflow is distributed across the US and Europe. We currently hire for this role in our NY Hub or for candidates willing to relocate to NY. 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 target base compensation for this role is $70,000 base. The OTE is $100,000 and this is uncapped. Salaries are reviewed every six months against market data. 📈 In addition to our cash compensation, we offer generous perks and benefits. Below are some of the highlights: - $4000/yr Travel Stipend per year to collaborate with Roboflowers in other cities - $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 - Health insurance coverage for you and your partner/family - Equity in the company - Flexible, distributed work environment with relocation optionsCover up to 100% of your health insurance costs for you and your partner or family INTERVIEW PROCESS Below is the interview process you can expect for this role. We are all motivated to work with an exceptional team and don't currently have in-house recruiters. You will be speaking directly with our team about what it's like to work and thrive at Roboflow. We like to be decisive and work fast, so don't be surprised if all the below conversations happen over a day or two. - Screening Call [15 min] A quick intro to align on background, the role, and mutual fit before moving forward. - Behavioral Interview with Hiring Manager [30 min] A deeper conversation on your experience, mindset, and approach to outbound sales. - Peer Interview [30–45] min Meet a future teammate. Talk craft, collaboration, and what it's actually like to work here. - Candidate Challenge [1 hour] A practical exercise sent to you two days in advance. You'll present your approach to discovery, qualification, and outbound strategy — then get real feedback from the team. - Final Interview [30 min] A strategic conversation about your growth trajectory, how you think about pipeline, and where you want to take your career in sales. NOT SURE IF THIS IS YOU? We’re building a diverse, global team with a broad range of experiences. If you’re excited about Roboflow but unsure about fit, apply anyway. We’ll consider you for the SDR path or other roles and stay in touch for future opportunities. LEARN MORE ABOUT US Roboflow is a diverse, distributed team and an Equal Opportunity Employer. We welcome applicants from all backgrounds and experiences. We offer competitive compensation and benefits, plus opportunities to learn from and contribute to our world-class team. EQUAL EMPLOYMENT OPPORTUNITY We’re committed to building an inclusive team where great ideas come from everywhere. We consider all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, veteran status, or any other protected characteristic.