Sales Development Leader

Roboflow•New York, NY

6d•Onsite

About The Position

Roboflow is seeking a Sales Development Leader to build and scale its Sales Development Representative (SDR) team. This role is crucial for creating the next generation of Roboflow customers by establishing a world-class pipeline generation engine. The leader will be responsible for the team's strategy, operations, and performance, focusing on targeting, outbound strategy, enablement, tooling, talent, and team structure. This is a hands-on leadership opportunity for someone excited to directly manage and coach SDRs while also building a scalable organization. The role involves close collaboration with Account Executives, Sales leadership, Marketing, Revenue Operations, and Recruiting.

Requirements

Significant experience leading Sales Development or Business Development teams in B2B software.
Track record of building teams that consistently generate high-quality pipeline.
Experience directly managing and developing SDRs with a genuine interest in frontline coaching.
Experience scaling a Sales Development organization through meaningful growth.
Strong opinions about effective outbound strategies, paired with a willingness to experiment and adapt.
Experience hiring, onboarding, developing, and performance-managing high-performing SDR teams.
Track record of developing SDRs into successful Account Executives or other GTM roles.
Strong analytical instincts and ability to diagnose funnel performance using data.
Experience partnering closely with Account Executives, Sales leadership, Marketing, and Revenue Operations.
Ability to balance short-term pipeline targets with long-term organizational building.
High standards, strong communication skills, and ability to create accountability while maintaining a strong team culture.
Comfort operating in an environment where the playbook is still being written.
Ability to become fluent in a technical product and translate complex concepts, customer examples, and use cases into simple, compelling language for prospects.

Nice To Haves

Experience leading Sales Development at a technical, developer-focused, AI, data, infrastructure, or platform software company.
Experience building successful outbound motions targeting technical buyers and large organizations.
Experience helping an SDR organization move from activity-based prospecting toward thoughtful, account-based pipeline generation.
Experience building technical enablement programs for SDRs.
Experience building a strong SDR-to-AE promotion engine.
Experience helping establish or grow a sales office or GTM hub.

Responsibilities

Directly manage and develop the SDR team, reviewing calls, coaching account strategy and messaging, and providing feedback on prospecting, discovery, qualification, and execution.
Own SDR-sourced pipeline generation and funnel performance, from targeting and meetings through qualification, AE handoff, opportunity conversion, and revenue contribution.
Develop and maintain a high-signal approach to account prioritization, coverage, and segmentation.
Develop creative, targeted outbound prospecting approaches across various channels (cold calls, email, LinkedIn, events).
Build the SDR operating system, including playbooks, processes, tooling, dashboards, targeting strategy, enablement, ramp expectations, and operating rhythms.
Partner across Roboflow to build technical and sales enablement for SDRs, ensuring they can credibly speak about the platform, use cases, and computer vision.
Utilize data to diagnose funnel performance, identify bottlenecks, and improve the organization through reporting on activity, meetings, qualified opportunities, pipeline, conversion, and wins.
Build strong alignment between SDRs and Account Executives regarding target accounts, qualification, handoffs, feedback, and pipeline needs.
Connect outbound efforts with Marketing campaigns, events, content, product launches, and inbound demand to maximize pipeline creation.
Own the SDR talent lifecycle, including partnering with Recruiting to hire, building onboarding and ramp programs, managing performance, and creating development paths.
Determine how the SDR organization should evolve with Roboflow's growth, including team structure, hiring plans, specialization, territories, account coverage, and management layers.
Experiment with new messaging, tools, channels, segmentation, workflows, and approaches to pipeline generation, and scale what works.