Sales & Business Development
Posted on Saturday, December 10, 2022
Who We Are
Roboflow is a venture-backed SaaS startup that empowers innovators all over the world to build, train, and deploy computer vision models. Roboflow believes that computer vision is a foundation technology that will transform nearly every industry. We currently have over 250,000 users, including half of the Fortune 100. Roboflow has enabled our customers to accelerate cancer research, conduct experiments in space, accelerate the world’s transition to green energy, and improve the retail experience (to name a few!) with world-altering technology. Investors like Y Combinator, David Sack’s Craft Ventures, Lachy Groom, the founders of OpenAI (Sam Altman and Greg Brockman), and many others back Roboflow.
As with any rapidly scaling startup, we hope to build a team that is both versatile and adaptable. Each role has tremendous potential for growth. As such, we believe that coachability, enthusiasm, and an entrepreneurial mindset are more important than experience or qualifications.
Our goal is to build a magnetic environment for exceptional talent.
What We're Looking For
We’re looking for people that can own a large set of problems and are motivated by the question, “How can I improve this?” Over 80% of our current team is a former founder and they love working at Roboflow because they get to work autonomously and build solutions from the ground up (but you don't have to be a former founder to thrive at Roboflow!). Roboflow is still early stage and each department runs a startup within itself that defines a problem, works with our customers, builds ideal solutions, and adapts quickly to changes.
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.
📅 Within one month, you will…
Spend the first week onboarding in person with your manager (you'll come to our NY or SF Hub!)
Start building a trusting relationship with your peers, and learning the company structure.
Ship a substantial new feature to an end user within your first week
Build your first Roboflow computer vision product (if you haven't already)
📅 Within three months, you will…
Be familiar enough with the product to close a deal
📅 Within six months, you will…
Attend your first all company onsite
Be ramped up on other relevant parts of the Roboflow product.
Who you'll work with
We are currently a team of 30 team members located all over the US and Europe. Our team’s backgrounds range from high school whiz kids that organized a student club, former founders of technology companies and fashion lines, CMOs to CEOs, and have experience scaling businesses to millions in revenue. We want to work with exceptional people with a diverse background. At this early stage, you'll have the ability to work cross-functionally with many members of the team and solve a wide array of problems.
As an Account Executive, you’ll partner directly with our Head of Sales, 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, San Francisco, Des Moines, and are open to opening more as we grow in different cities. We provide opportunities (like team onsites in different cities) and resources (like a 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, work from home, work at a co-working spaces, etc. We want you to work where you work best!
When You'll Work
Given that we are an remote company and can hire almost anywhere in the world, we don’t have a particular time-zone preference for this role. However, you may need to be available for non-recurring urgent meetings outside of working hours. We have a flexible schedule that allows you to work collaboratively with other team members and asynchronously when needed. Note: Customer facing roles will skew towards our customer base US timezones.
What You'll Receive
To determine your salary, we use a number of market and data-driven salary sources. We review all salaries every 6 months to ensure we stay in line with the market.
💰 The target compensation for this role is $140,000 base salary
📈 In addition to our cash compensation, we offer generous perks and benefits. Below are some of the highlights:
$2500 Travel Stipend to travel anywhere anytime to work with alongside other Roboflowers
$350 Productivity stipend to spend on things that make your work environment more productive, like high speed internet at home or a co-working space
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)
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 recruiters at Roboflow. You will be speaking directly with our team about what it's like to work and thrive at here. We like to work fast at Roboflow, so don't be surprised if all the below conversations happen over a day or two.
[45m] Meet with Bardia Shahali, Head of Sales, for introduction to assess for overall mindset and skillset
-Focus will be primarily on "Metrics" and "Process" and getting to know each other
-Use this time to review specifics about the job description
-Begin working through your 30/60/90 projects
Team Interview Phase:
[45m] Meet with Charles Harring, Account Executive to understand a day in the life of the role
[45m] Meet with Joseph Nelson, CEO
Final Interview Stage:
[60m] Roboflow project walk-through and Q&A
We check references and conduct a background check
Note: you are welcome to request additional conversations with anyone you would like to meet and will will accommodate as best we can.
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, apply to our Former Founders role or subscribe to our career newsletter by emailing "Subscribe" to [email protected]. 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 Satellite team 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 blogs.
We want to ensure Roboflow is an environment that suits your working style and empowers you to do your best work.
See our careers page for all open listings.
Who You Are
- 3+ years of closing experience.
- Experience managing end-to-end SaaS sales cycles at a previous startup.
- A track record of success in consistently building pipeline and hitting your number.
- Previous experience preferred in developer tools, cloud infrastructure, machine learning, 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.