企业销售总监
Sales Director, Enterprise Sales
### **我们是谁**
我们的使命是让世界变得可编程。视觉是我们理解世界的一种关键方式，很快也将成为我们使用的软件的一种关键方式。
我们正在构建工具、社区和资源，以人工智能使世界变得可编程。Roboflow 简化了构建和使用计算机视觉模型的过程。目前，超过 100 万开发者，包括财富 100 强公司的一半，使用 Roboflow 的机器学习开源和托管工具。这包括[计数细胞](https://blog.roboflow.com/cancer-research-computer-vision/)以加速癌症研究，改善[施工现场安全](https://blog.roboflow.com/preventing-accidents-on-construction-sites-with-computer-vision/)，[数字化平面图](https://blog.roboflow.com/floor-plan-analysis-computer-vision/)，[保护珊瑚礁种群](https://blog.roboflow.com/reefos-supercharging-coral-reef-restoration-with-ai/)，[引导无人机飞行](https://blog.roboflow.com/georeferencing-drone-videos/)，以及[更多](https://roboflow.com/templates)。
Roboflow 得到了优秀客户和投资者的支持，从 Y Combinator、Google Ventures、Craft Ventures、Sam Altman、Lachy Groom 等众多领先的软件投资者处筹集了超过 6300 万美元。
Roboflow 的成员喜欢与有激情的队友一起打造伟大的产品。我们重视主人翁精神、责任感和行动导向——无论是一项大计划还是一次小修复。我们中的许多人具有创始人思维，在 Roboflow 高自主性的环境中茁壮成长——有些人甚至是在学校时作为副业起步的。
## **职责范围**
这是一个前线企业领导职位。你将领导一支企业客户经理团队，负责新客户获取和高速扩展。
我们的模式是“先拿下再扩展”。初始用例会转化为更广泛的平台采用，通常在新的企业关系建立后的前 12 个月内就能达成数百万美元的交易。你的团队需要打开局面，并系统性地扩大影响力。
## **你将负责**
### **1. 数字**
- **团队配额完成。** 你负责管理覆盖范围、管道质量和转化纪律，具备极强的主人翁意识。
- **预测准确性。** 我们以透明的方式运营。如果数字未达标，你需负责复盘并进行修正。
### **2. 管道文化**
- **标准：** 每位销售每周至少新增 2+ 个会议和 1+ 个合格的新机会。
查看英文原文
### **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 love building great things with passionate teammates. We value ownership, accountability, and a bias toward action—whether it's a big initiative or a small fix. Many of us have founder mindsets and thrive in Roboflow’s high-autonomy environment—some even started as side hustlers in school.
## **The Mandate**
This is a frontline enterprise leadership role. You will lead a team of Enterprise Account Executives responsible for net-new logo acquisition and high-velocity expansion.
Our model is Land-and-Expand. Initial use cases convert into broader platform adoption, and it is common to build toward seven-figure deals within the first 12 months of a new enterprise relationship. Your team is expected to open the door and systematically expand the footprint.
## **What You Own**
### **1. The Number**
- **Full team quota attainment.** You manage coverage, pipeline quality, and conversion discipline with extreme ownership.
- **Forecast accuracy.** We operate with transparency. If the number misses, you own the post-mortem and the correction.
### **2. Pipeline Culture**
- **The Standard:** Minimum 2+ net new meetings and 1+ qualified net new opportunity per rep, per week.
- **Self-Sufficiency:** Pipeline is generated by the reps, not outsourced to marketing or SDRs. Outbound discipline is enforced, inspected, and coached daily. We build pipeline; we don’t wait for it.
### **3. Deal Quality & Inspection**
- **Rigorous Qualification:** Weekly structured deal reviews. We do not tolerate "framework theater"- you are expected to surface the truth of a deal, identify gaps in real-time, and drive a credible path forward.
- **Truth over Optimism:** Deals are inspected for use case alignment, economic buyer access, and implementation feasibility.
### **4. Coaching & Standards**
- **Tell, Show, Observe, Feedback:** You provide live deal coaching and call reviews. You don’t just tell reps what to do; you show them.
- **Methodology:** We run Command of the Message–style value selling. You are expected to uphold and evolve this standard across the team.
### **5. Recruiting as a Discipline**
- **Talent Density:** Proactive talent mapping and a continuous recruiting motion. You aren't just backfilling; you are upgrading the team over time with a clear, high-bar hiring rubric.
## **Candidate Profile**
### **Non-Negotiables**
- **Leadership Track Record:** You have led enterprise AEs and consistently hit team quota.
- **High-Performing IC Roots:** You were a top-tier individual contributor before moving into leadership. You know what excellence looks like because that was you.
- **Outbound Grit:** You have built outbound pipeline discipline yourself and can explain how to replicate it.
- **Deal Intuition:** You can run a live, unscripted deal review and improve the deal’s probability of closing in real-time.
- **Scale Experience:** You have operated in the $10M–$200M ARR growth stage where structure is evolving and the pressure is constant.
### **Strong Preferences**
- Experience selling AI/ML, developer tools, data infrastructure, or technical platforms.
- Experience with $100K+ ACV and multi-stakeholder enterprise cycles.
- Formal training in Command of the Message or an equivalent value-based methodology.
- Background of flourishing within rigorous enterprise sales organizations.
## **Why This Is a Meaningful Seat**
Vision AI is becoming infrastructure for the physical world. Organizations are deploying vision systems in production now. They aren’t experimenting.
We are early enough that the leaders here will define how this category sells and scales. This is a durable business with real customers, real deployments, and a credible path to a meaningful exit.
## **The Interview Process**
We run a rigorous process because the seat demands it:
1. **Initial Conversation:** Context, motivations, and standards.
2. **Deep Dive:** Detailed walkthrough of your deals, hiring decisions, and operating rhythm.
3. **Challenge Interview:** Present a 30/60/90-day plan and defend it under pressure.
4. **References:** We triangulate beyond your provided list.
**What You'll Receive:**
💰 The target compensation for this role is $400k OTE- this uncapped.
📈 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 stipend
- $150/mo team lunch stipend
- $500/one time home office stipend
- 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
### **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.