About this role.
Roboflow is seeking an experienced Enterprise Account Executive to own complex, end-to-end SaaS sales for its computer-vision platform. The role focuses on qualifying inbound demand, strategic outbound prospecting, managing multi-stakeholder enterprise cycles, and expanding high-value accounts. The successful candidate will partner closely with SDRs, Field Engineering, Product, Marketing, the Sales Director, and the CEO while helping refine the sales process. Candidates need at least five years of enterprise AE experience, a record of building pipeline and exceeding quota, and the ability to discuss technical solutions with both builders and executives. This is a US-remote-capable role with hubs in New York City and San Francisco.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would outline the target account, its business and technical pain points, the stakeholders involved, and the outbound strategy used to create the opportunity. I would explain how I built a mutual action plan, partnered with technical resources for evaluation, quantified value, addressed procurement concerns, and created an expansion path after the initial deployment.
I research the company's products, engineering priorities, data workflows, and likely computer-vision use cases before outreach. I tailor messaging to a specific operational or technical outcome, engage practitioners and leaders with relevant evidence, and use multithreaded outreach to build consensus across technical, business, and executive stakeholders.
I would begin with discovery around the workflow, available visual data, model-development bottlenecks, deployment environment, success metrics, and decision process. I would then connect platform capabilities to the customer's prioritized use case, align a technical evaluation plan with Field Engineering, and define measurable criteria for moving into production.
I keep CRM records current with verified next steps, stakeholder maps, close plans, risks, technical-validation status, commercial requirements, and realistic timing. I forecast based on evidence rather than optimism, regularly inspect deal health, and clearly distinguish committed opportunities from pipeline that still requires qualification or executive alignment.
I would describe identifying a recurring friction point through win-loss patterns or funnel data, such as unclear qualification or inconsistent technical discovery. I would explain how I tested a practical improvement such as a discovery framework, collateral, account plan, or handoff process, measured its effect on conversion or cycle time, and shared the resulting playbook with the team.
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 to accelerate cancer research, improving construction site safety, digitizing floor plans, preserving coral reef populations, guiding drone flight, and much more.
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 (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 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 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.
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.
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