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RoboflowRoboflowUnited States

Sales Director, Enterprise Sales

Leads enterprise sales team driving net-new acquisition and expansion in vision AI platform using land-and-expand model. Owns team quota, outbound pipeline generation, deal quality, coaching, and recruiting. Requires proven leadership from high-performing IC sales background.

350k – 360k
RemoteEngineering Management

About the role

Responsibilities

  • Lead a team of Enterprise Account Executives responsible for net-new logo acquisition and high-velocity expansion using a Land-and-Expand model.
  • Achieve full team quota attainment, manage coverage, pipeline quality, and conversion with extreme ownership.
  • Ensure forecast accuracy and own post-mortems for misses.
  • Build pipeline culture: minimum 2+ net new meetings and 1+ qualified opportunity per rep per week, generated by reps via outbound discipline.
  • Conduct rigorous weekly deal reviews focusing on qualification, use case alignment, economic buyer access, and implementation feasibility.
  • Provide live deal coaching and call reviews using Tell, Show, Observe, Feedback method.
  • Uphold and evolve Command of the Message-style value selling methodology.
  • Proactively recruit and upgrade team talent with high-bar hiring rubric.

Requirements

Non-Negotiables:

  • Leadership track record leading enterprise AEs and consistently hitting team quota.
  • High-performing IC roots as top-tier individual contributor.
  • Outbound grit: built outbound pipeline discipline yourself.
  • Deal intuition: run live unscripted deal reviews to improve close probability.
  • Scale experience in $10M–$200M ARR growth stage.

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 equivalent value-based methodology.
  • Background in rigorous enterprise sales organizations.

Compensation

  • Target OTE: $350K - $360K (uncapped).
  • $4000/yr travel stipend.
  • $350/mo productivity stipend.
  • $350/mo AI tools stipend.
  • $150/mo team lunch stipend.
  • $500 one-time home office stipend.
  • Up to 100% health insurance coverage.
  • Equity in the company.

Skills

Outbound SalesValue SellingCommand Of The MessageEnterprise SalesPipeline ManagementDeal ReviewForecastingAccount Executive CoachingAi/Ml SalesDeveloper Tools Sales

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