Commercial Sales Leader

Roboflow • New York, NY

9d

About The Position

Roboflow is seeking a Commercial Sales Leader to lead and scale its SMB and Mid-Market sales organization. This is a hands-on leadership role responsible for developing people, processes, and an operating rhythm to scale the team. The leader will coach sellers, inspect deals, improve pipeline generation and conversion, and evolve the commercial sales motion. Collaboration with Sales Development, Marketing, Revenue Operations, Field Engineering, Customer Success, and Sales leadership is key to building a repeatable commercial engine while maintaining the speed of an earlier-stage company.

Requirements

• Experience leading high-performing SMB, Mid-Market, Commercial, or Inside Sales teams in B2B software.
• A track record of consistently hitting or exceeding team revenue targets.
• Experience managing and developing Account Executives.
• Strong sales fundamentals and the ability to coach sellers through discovery, qualification, deal strategy, negotiation, and closing.
• Experience building or improving a sales motion.
• A strong understanding of pipeline generation and how to create accountability around outbound prospecting.
• The ability to use funnel metrics and sales data to diagnose problems and make decisions.
• Experience hiring and developing high-performing sellers.
• High standards paired with a coaching-oriented leadership style.
• Comfort operating with ambiguity, experimenting, and changing course when something isn't working.
• Strong cross-functional instincts and the ability to work effectively with Marketing, SDR, RevOps, Customer Success, and technical teams.
• Intellectual curiosity and an interest in learning technical products deeply enough to help your team sell them effectively.

Nice To Haves

• Led Commercial or Mid-Market sales at a technical, developer-focused, AI, data, infrastructure, or platform software company.
• Scaled a team through a meaningful period of company growth.
• Helped define segmentation or move a sales organization from a less structured motion into a repeatable one.
• Sold into industries like manufacturing, logistics, robotics, automotive, or other environments where software interacts with the physical world.
• Managed both high-velocity SMB motions and more complex Mid-Market sales cycles.
• Successfully developed ICs into top performers or first-time managers.

Responsibilities

• Lead and develop the Commercial Sales team, managing SMB and Mid-Market Account Executives, setting high performance standards, and investing in coaching and development.
• Scale the organization by determining structure, hiring plans, territories, segmentation, and processes.
• Own Commercial Sales performance, including pipeline, bookings, conversion, productivity, and forecast accuracy.
• Coach the full sales cycle, including qualification, discovery, demos, deal strategy, negotiation, and closing.
• Build a repeatable sales motion by identifying effective strategies and creating playbooks.
• Raise the bar on pipeline generation by fostering a proactive outbound culture and partnering with SDR and Marketing leadership.
• Create a strong operating cadence with effective 1:1s, pipeline reviews, forecast calls, deal reviews, and team meetings.
• Use data to improve performance by analyzing funnel metrics and translating insights into actionable changes.
• Hire exceptional people by partnering with Recruiting to identify, assess, and close high-performing sellers.
• Develop future leaders by building an organization where strong performers can grow into larger roles.
• Surface market patterns from prospects and customers to influence product, positioning, and go-to-market strategy.

Benefits

• Opportunity to build alongside a team that's defining how companies adopt visual AI.
• Meaningful ownership over the performance and design of the Commercial Sales organization.
• Opportunity to build, not simply maintain, the next stage of the sales organization.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed