Sales Director, Enterprise Sales at Roboflow

THE MISSION Roboflow 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 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. 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 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: 1. Initial Conversation: Context, motivations, and standards. 2. Deep Dive: Detailed walkthrough of your deals, hiring decisions, and operating rhythm. 3. Challenge Interview: Present a 30/60/90-day plan and defend it under pressure. 4. References: We triangulate beyond your provided list.