[All remote jobs](https://jobicy.com/jobs.md)[![Roboflow logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2026/06/8cd75e4b-221.webp)](https://jobicy.com/company/roboflow.md)[Roboflow](https://jobicy.com/company/roboflow.md) # Sales Director, Enterprise Sales Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/roboflow.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 400k–400k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished10 Oct 2026Apply before9 Nov 2026Listing views34Application actions1Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Roboflow is seeking a Sales Director to lead Enterprise Account Executives focused on net-new logo acquisition and land-and-expand growth for its computer-vision platform. The role owns team quota attainment, forecast accuracy, pipeline generation, deal inspection, coaching, and continuous enterprise-sales recruiting. Success requires a proven record leading enterprise AEs, personally succeeding as a high-performing seller, and operating rigorously in an evolving $10M–$200M ARR business. The director will establish disciplined outbound activity, value-based selling practices, and credible executive-level deal management for complex technical platform sales. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a high-stakes frontline leadership role with direct ownership of quota, forecast reliability, hiring quality, and a demanding outbound pipeline standard. It requires advanced enterprise-sales judgment, live coaching capability, and comfort operating under sustained growth-stage pressure. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianHighly competitive$400,000US market range$300k–$450k0$495k AI insightThe posting explicitly states a target compensation of $400,000 OTE, which is treated as annual total target compensation for this full-time US-based enterprise sales leadership role. A competitive US market range for an Enterprise Sales Director in an AI/ML or technical-platform company is approximately $300,000–$450,000 in annual OTE; actual earnings may exceed target because the plan is uncapped. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise Sales Leadership](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales%20Leadership.md)[Sales Management](https://jobicy.com/jobs?search_keywords=Sales%20Management.md)[Quota Attainment](https://jobicy.com/jobs?search_keywords=Quota%20Attainment.md)[Forecasting](https://jobicy.com/jobs?search_keywords=Forecasting.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Outbound Sales](https://jobicy.com/jobs?search_keywords=Outbound%20Sales.md)[Land and Expand](https://jobicy.com/jobs?search_keywords=Land%20and%20Expand.md)[Enterprise Account Executives](https://jobicy.com/jobs?search_keywords=Enterprise%20Account%20Executives.md)[Value-Based Selling](https://jobicy.com/jobs?search_keywords=Value-Based%20Selling.md)[AI/ML SaaS Sales](https://jobicy.com/jobs?search_keywords=AIML%20SaaS%20Sales.md) Sample interview questionsHow would you create a consistent outbound pipeline culture among Enterprise Account Executives?I would set clear leading indicators, such as net-new meetings and qualified opportunities per rep, then inspect activity quality and conversion weekly. I would coach prospecting messages, account selection, and call execution directly, while holding reps accountable for self-sourced pipeline rather than relying on other teams. Describe how you conduct a structured enterprise deal review. I start with the customer problem, measurable business value, buying process, economic buyer access, technical feasibility, competition, and mutual next steps. I challenge unsupported assumptions, identify the largest risk to close, and leave the rep with specific actions, owners, and dates that improve deal credibility. How would you improve forecast accuracy after a missed quarter? I would run a fact-based post-mortem across pipeline creation, stage definitions, deal qualification, conversion rates, and manager inspection. From that analysis, I would recalibrate forecast criteria, reinforce exit requirements for each stage, and create a recurring operating rhythm to catch risk earlier. What is your approach to coaching experienced enterprise sellers? I tailor coaching to observable behavior and deal-specific outcomes rather than offering generic advice. I use call reviews, joint account planning, and live deal strategy sessions to model the expected standard, then follow up with measurable commitments and direct feedback. How would you hire and retain a high-performing enterprise sales team during rapid growth? I would maintain an active talent map and evaluate candidates against a consistent rubric covering enterprise selling skill, outbound discipline, technical curiosity, resilience, and coachability. Retention would come from clear standards, fair performance management, practical development opportunities, and an environment where strong sellers can see a credible path to impact and advancement. Opportunity details ## About this role. ### 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: * Initial Conversation: Context, motivations, and standards. * Deep Dive: Detailed walkthrough of your deals, hiring decisions, and operating rhythm. * Challenge Interview: Present a 30/60/90-day plan and defend it under pressure. * 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. 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