Commercial Sales Leader

The role

You will lead and scale the SMB and Mid-Market sales organization. This hands-on leadership role involves coaching sellers, inspecting deals, and developing the processes required to grow the commercial engine.

What you will do

• Lead and develop the Commercial Sales team of SMB and Mid-Market Account Executives.
• Determine structure, hiring plan, territories, segmentation, and processes.
• Be accountable for pipeline, bookings, conversion, productivity, and forecast accuracy.
• Coach the full sales cycle including qualification, discovery, demos, strategy, negotiation, and closing.
• Build a repeatable sales motion and playbooks.
• Partner with SDR and Marketing to improve pipeline generation and outbound habits.
• Create an operating cadence including 1:1s, pipeline reviews, forecast calls, and deal reviews.
• Use data to improve performance and translate insights into strategy.
• Partner with Recruiting to hire and close high-performing sellers.
• Surface market patterns to influence product and go-to-market strategy.

Required qualifications

• 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 ability to coach sellers.
• Experience building or improving a sales motion.
• Strong understanding of pipeline generation and outbound prospecting accountability.
• Ability to use funnel metrics and sales data to make decisions.
• Experience hiring and developing high-performing sellers.
• High standards and a coaching-oriented leadership style.
• Comfort operating with ambiguity and experimenting.
• Strong cross-functional instincts to work with Marketing, SDR, RevOps, Customer Success, and technical teams.
• Intellectual curiosity and interest in learning technical products.

Nice to have

• 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 into a repeatable motion.
• Sold into industries like manufacturing, logistics, robotics, automotive, or 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.

About the company

Roboflow is on a mission to give software the sense of sight. Their platform makes it easier for developers and organizations to build, deploy, and manage computer vision applications.