Strategic Account Executive

We’re hiring a Strategic Account Executive to own a small number of our most important customers and start relationships with a few new prospective customers. This is a high-leverage, high-context role closing company-defining deals, not a volume sales position. You’ll partner with companies who are building real products on top of Roboflow and doing amazing things with Vision AI. You’ll understand their technical and business goals, help shape their Vision AI strategy, and drive meaningful expansion across teams, use cases, and production environments. You are not just closing deals, you are helping customers accelerate Vision AI into production at scale. 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 - Own and grow a small set of high-impact, strategic accounts - Build deep, multi-threaded relationships across engineering, product, and executive stakeholders - Identify and drive new use cases from initial pilots to full production rollouts - Lead complex, technical sales cycles (often multi-quarter, multi-stakeholder) - Partner closely with Field Engineering and Product to shape solutions and unblock deals - Develop and execute account plans that drive long-term expansion (not just one-off transactions) - Navigate procurement, security, and legal processes with large enterprises - Act as the voice of the customer - influencing product direction and our GTM strategy - Help define how we sell to strategic customers, not just execute a playbook WHAT WE'RE LOOKING FOR - 7 – 10+ years of experience in SaaS sales, with a focus on strategic accounts - Proven track record of closing and expanding large, complex deals (7+ figure ACV) - Experience selling technical products (developer tools, AI/ML, data infrastructure, APIs, etc.) - Comfortable engaging with both engineers and executives - Strong ability to navigate ambiguity and build adaptive strategy - Demonstrated success in multi-threaded account management - High ownership mindset - you don’t wait for direction, you create it - Clear, concise communicator who can translate technical concepts into business value plainly WHAT SUCCESS LOOKS LIKE - Your accounts expand across multiple teams and use cases - Customers move from experimentation → production → global scale - You are viewed as a trusted advisor by both engineering leaders and executives - You consistently drive large, high-quality expansions aligned with customer’s business goals 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. 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 https://blog.roboflow.com/how-we-work-together-at-roboflow/ (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…