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 synchronous meetings you’ll be expected to attend each week. Apart from that, we have a flexible schedule that allows you to work collaboratively with other team members and asynchronously when needed. WHAT YOU'LL RECEIVE To determine your salary, we use a number of market and data-driven salary sources. We review all salaries every six months to ensure we stay in line with the market. 💰 The OTE for this role is $350,000. 📈 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 - $150/mo Team Lunch - $500/one time Home Office - 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 INTERVIEW PROCESS (~5 HOURS) We’re committed to building an exceptional team and aim to be thoughtful while also moving quickly. We respect your time and strive to make decisions efficiently, depending on scheduling and availability. The full process typically spans 2–3 weeks. You’ll have several conversations with the hiring manager, a member of the Roboflow leadership team, and complete a role-relevant project or challenge. Throughout the process, you’ll speak directly with team members about what it’s like to work and succeed at Roboflow. NOT SURE IF THIS IS YOU? We want a diverse, global team with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, look into our Former Founders https://app.dover.com/apply/Roboflow/26d4ab31-e73d-47c8-9c25-ead170b5ac12/?rs=76643084 role or subscribe to our career newsletter by emailing "Subscribe" to operations@roboflow.com. We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time. LEARN MORE ABOUT US We are building a diverse Distributed team https://blog.roboflow.com/how-we-work-together-at-roboflow/that is distributed across the globe. Roboflow is an equal opportunity workplace; we welcome people from all backgrounds, communities, and experiences. We provide competitive compensation and stellar benefits to accelerate your personal and work life. Learn more about what it is like to work at Roboflow by reading these blog posts. https://blog.roboflow.com/tag/working-at-roboflow/ 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.