| Location | San Francisco, CA |
The MissionRoboflow is the computer vision AI infrastructure platform. We enable enterprises to build deploy and operate vision systems in production across manufacturing logistics retail healthcare agriculture defense and more. We are scaling. The product works. Enterprise customers are in production. The sales motion is real. We are now building the leadership layer capable of scaling this engine without diluting the standard.
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
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.
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 dont wait for it.
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.
Coaching & Standards Tell Show Observe Feedback You provide live deal coaching and call reviews. You dont 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.
Recruiting as a Discipline Talent Density Proactive talent mapping and a continuous recruiting motion. You arent just backfilling you are upgrading the team over time with a clear high-bar hiring rubric.
The Operating System
You are stepping into a proven enterprise motion with a structured sales process grounded in value drivers and rigorous qualification. You will report to a Head of Revenue with deep Force Management and MongoDB-scale experience.
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 deals 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 AIML 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 arent 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 306090-day plan and defend it under pressure. References We triangulate beyond your provided list.