The OpportunityThis is a unique leadership opportunity for someone who wants to take an early Sales Development function and build it into a world-class, scaled organization.
You'll operate as a frontline leader, directly managing and developing our Sales Development Representatives while owning the team's pipeline generation strategy, operating system, and performance. You'll inherit a foundation that's already working, but you'll have significant ownership over how the function evolves-from targeting and outbound strategy to enablement, tooling, talent, and team structure.
We're looking for someone who's genuinely excited about both parts of that journey: someone capable of building and leading a large Sales Development organization who is equally excited to get hands-on today-listening to calls, coaching reps, developing account strategies, improving messaging, and figuring out what works.
You'll partner closely with Account Executives, Sales leadership, Marketing, Revenue Operations, Recruiting, and other GTM teams to build a world-class pipeline generation engine at Roboflow.
What You'll Do- Lead from the front. Initially directly manage our SDR team and stay close to the work-review calls and outreach, coach account strategy and messaging, help reps prepare for important conversations, and provide frequent, specific feedback on prospecting, discovery, qualification, and execution.
- Own pipeline generation and funnel performance. Be accountable for SDR-sourced pipeline and the quality of the funnel behind it-from targeting and meetings through qualification, AE handoff, opportunity conversion, and ultimately revenue contribution.
- Own targeting and account coverage. Build and maintain a high-signal approach to account prioritization, coverage, and segmentation, ensuring the team is focused on the companies, buyers, and use cases most likely to become meaningful Roboflow customers.
- Raise the bar on outbound. Develop creative, targeted approaches to prospecting rather than relying on volume alone. Help reps understand who they're reaching out to, why Roboflow matters to them, and how to earn their attention across cold calls, email, LinkedIn, events, and other channels.
- Build the SDR operating system. Own the playbooks, processes, tooling, dashboards, targeting strategy, enablement, ramp expectations, and operating rhythms that help SDRs perform consistently and allow the organization to scale.
- Build technical and sales enablement. Partner across Roboflow to ensure SDRs can speak credibly about our platform, customer use cases, and computer vision. Turn the best demos, customer examples, messaging, and discovery practices into reusable training and enablement for the team.
- Use data to improve the funnel. Understand activity, meetings, qualified opportunities, pipeline, conversion, opportunity progression, and wins. Build the reporting needed to diagnose performance, identify bottlenecks, and continually improve the organization.
- Partner tightly with Sales. Build strong alignment between SDRs and Account Executives around target accounts, qualification, handoffs, feedback, opportunity progression, and pipeline needs.
- Partner with Marketing. Connect outbound efforts with campaigns, events, content, product launches, and inbound demand to maximize pipeline creation.
- Own the SDR talent lifecycle. Partner with Recruiting to hire exceptional SDRs, build a rigorous onboarding and ramp program, set clear performance expectations, manage performance, and create development paths into AE and other roles across Roboflow.
- Build the organization. Determine how the SDR organization should evolve as Roboflow grows, including team structure, hiring plans, specialization, territories, account coverage, and management layers.
- Experiment. Test new messaging, tools, channels, segmentation, workflows, and approaches to pipeline generation-and quickly scale what works.
Who You AreWe're looking for someone who combines the urgency and hands-on mentality of an exceptional frontline manager with the strategic thinking required to eventually lead a much larger organization.
You likely have:
- Significant experience leading Sales Development or Business Development teams in B2B software.
- A track record of building teams that consistently generate high-quality pipeline-not just meetings or activity.
- Experience directly managing and developing SDRs and a genuine interest in frontline coaching.
- Experience scaling a Sales Development organization through meaningful growth.
- Strong opinions about what great outbound looks like, paired with a willingness to continually experiment and adapt.
- Experience hiring, onboarding, developing, and performance-managing high-performing SDR teams.
- A track record of developing SDRs into successful Account Executives or other GTM roles.
- Strong analytical instincts and the ability to diagnose funnel performance using data.
- Experience partnering closely with Account Executives, Sales leadership, Marketing, and Revenue Operations.
- The ability to balance short-term pipeline targets with the long-term work required to build a scalable organization.
- High standards, strong communication skills, and the ability to create accountability while maintaining a strong team culture.
- Comfort operating in an environment where the playbook is still being written.
- The ability to become fluent in a technical product and translate complex concepts, customer examples, and use cases into simple, compelling language your team can use with prospects.
We'd Be Especially Excited If- You've led Sales Development at a technical, developer-focused, AI, data, infrastructure, or platform software company.
- You've built successful outbound motions targeting technical buyers and large organizations.
- You've helped an SDR organization move from activity-based prospecting toward thoughtful, account-based pipeline generation.
- You've built technical enablement programs that helped SDRs become credible with sophisticated buyers.
- You've built a strong SDR-to-AE promotion engine.
- You've helped establish or grow a sales office or GTM hub.
What Success Looks LikeIn your first year, you'll have:
- Built a high-performing SDR organization that consistently creates meaningful pipeline for Roboflow.
- Established clear expectations, coaching, metrics, and operating rhythms across the team.
- Improved the quality and conversion of SDR-generated opportunities-not just the volume of meetings.
- Built a sophisticated outbound motion that balances creativity, personalization, account strategy, and scale.
- Established a clear approach to account prioritization and coverage that focuses SDR effort on our highest-potential opportunities.
- Created a team that can confidently speak to Roboflow's product, customers, and use cases and earn credibility with technical buyers.
- Built a strong partnership between SDRs, AEs, Marketing, and the broader GTM organization.
- Hired and developed additional SDRs as the organization grows.
- Built a rigorous onboarding, ramp, and development program for new SDRs.
- Created clear career paths for SDRs and developed high performers into larger roles.
- Built the foundation for a Sales Development organization that can scale alongside Roboflow for years to come.
