Enterprise Account Executive

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. 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…