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. At Roboflow, 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 500,000 developers, including those from half the Fortune 100, use Roboflow's machine learning open source and hosted tools. That includes counting cells to accelerate cancer research, improving construction site safety, digitizing floor plans, preserving coral reef populations, guiding drone flight, and much more. Our team is small relative to our impact, and we believe our user success is our success (not the inverse). A team member summarized: "Roboflow is a company full of giant brains and tiny egos." We find software has a multiplier effect on all roles (not only product and engineering), so Roboflow employs developers across the company in design, sales, customer support, marketing, and beyond. We're supported by great customers and investors, having raised over 23 million from Y Combinator, Craft Ventures, Sam Altman, Lachy Groom, amongst other leading software investors. What We're Looking For Primarily, you like to make great things with passionate colleagues. You are someone that likes to own outcomes, not only inputs. You're motivated by having responsibility and accountability. You're eager to 'do the work,' big and small. You're curious and learning about new technologies, perhaps an early tinkerer with ChatGPT and AI products. You show more than you tell. You're motivated by the question, "How can I improve this?" and have a track record of doing so, even in ways adjacent to your role. Much of our current team is made up of former founders and thrive in the level of autonomy at Roboflow. Maybe you had a side hustle in high school or college. Many Roboflowers have used our tools before joining. One of the best ways to stand out amongst other applicants is to write about something you have built with Roboflow or contribute to one of our open source projects. 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. Within one week, you will... * Learn all about computer vision, our product, company, customers, and vision. * Ship something substantial to an end user Within one month, you will... * Onboard in person with your manager (you'll come to our NY or SF Hub!) * Build your first computer vision project with Roboflow (if you haven't already) Within three months, you will... * Be familiar enough with the product to close a deal Within six months, you will... * Attend your first all company onsite * Be ramped up on other relevant parts of the Roboflow product. Who You Are * 3+ years of closing experience. * Experience managing end-to-end SaaS sales cycles at a previous startup. * A track record of success in consistently building pipeline and hitting your number. * Previous experience preferred in developer tools, cloud infrastructure, machine learning, 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. Who You'll Be Working With Our team of ~50 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. As an Account Executive, you'll partner directly with our Head of Sales, CEO, and Field Engineering to scale adoption into customer accounts. You'll also collaborate with Marketing around various campaigns and share customer feedback with Product. Finally, you'll mentor our SDRs and lead the charge as you prospect into new accounts. 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 (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 target compensation for this role is $150,000 base. 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 * 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) Below is the interview process you can expect for this role. We are all motivated to work with an exceptional team and don't currently have in-house recruiters. You will be speaking directly with our team about what it's like to work and thrive at Roboflow. We like to be decisive and work fast, so don't be surprised if all the below conversations happen over a day or two. Before the Interview: * We'll review your application, LinkedIn, Github, etc. * The best way to stand out is to write about something you've built with Roboflow or contribute to one of our open source projects. * We may send you a technical screen if applicable. Introduction Phase: [45m] Meet with Joseph Nelson, CEO for introduction to assess for overall mindset and skillset * Focus will be primarily on "Metrics" and "Process" and getting to know each other * Use this time to review specifics about the job description * Begin working through your 30/60/90 projects * Ask questions! Team Interview Phase: [45m] Meet with Charles Harring, Account Executive to understand a day in the life of the role Final Interview Stage: * [60m] Roboflow project walk-through and Q&A with Joseph Nelson, CEO * [30m] Meet with Kate Wagner, Head of Operations for a culture discussion * [60m] Meet with Joseph Nelson, CEO and Co-Founder We check references and conduct a background check Note: you are welcome to request additional conversations with anyone you would like to meet and we will accommodate as best we can. 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 role or subscribe to our career newsletter by emailing "Subscribe" to operations@. 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 Satellite team 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. See our careers page for all open listings.

Created: 2024-10-31