Roboflow

Account Manager

• Build Roboflow's partnership strategy across distribution, customer acquisition, deployment, product adoption, and expansion
• Develop consulting firm, systems integrator, and implementation partner relationships
• Develop strategic hardware partnerships across cameras, edge compute, sensors, and related infrastructure
• Build software and technology partnerships involving integrations, co-selling, co-marketing, and strategic relationships
• Take partnerships from sourcing and business-case development through executive relationship building, negotiation, launch, and measurable results
• Create partner-sourced and partner-influenced pipeline with Sales
• Build joint go-to-market motions including co-selling, referral, marketplace, integration, and co-marketing motions
• Enable partners to sell and deploy Roboflow through collaboration with Sales, Marketing, Product, Solutions Architects, and Delivery
• Establish Partnerships operating processes for prioritization, performance measurement, pipeline management, resource allocation, and investment decisions
• Build partner onboarding and enablement programs
• Bring partner insights to Product, Engineering, Marketing, and GTM
• Establish a clear partnership strategy and focused portfolio of high-value consulting, hardware, and software relationships within the first year

Head of Partnerships

Head of Department

• Lead and scale Roboflow’s Delivery organization, including Implementation Engineering and Forward Deployed Engineering
• Build organizational structure, roles, processes, and operating cadence
• Work directly with customers and teams on complex implementations and deployments
• Participate in architecture discussions, deployment scoping, troubleshooting, and executive customer conversations
• Create repeatable frameworks for scoping, implementation, deployment, escalation, and handoff
• Partner with Sales and Solutions Architects before contracts are signed to support successful deployments
• Define and measure implementation success, time-to-value, deployment health, and customer outcomes
• Improve scalability through people, process, product, documentation, tooling, and automation
• Hire, coach, and develop Implementation Engineers and Forward Deployed Engineers
• Establish feedback loops with Product and Engineering based on customer technical problems
• Partner with Sales, Solutions Architects, Support, and Partnerships throughout the customer lifecycle
• Build an operating model, improve deployment consistency, accelerate production readiness, and support increasingly complex customers

Head of Delivery

Accounting Manager

• Support the month-end close cycle from consolidating source data into draft financial statements through reconciliations, journal entries, accruals, and supporting schedules
• Own the general ledger and maintain accuracy, completeness, and proper classification across all accounts
• Manage daily accounting operations, including AP, AR, invoicing, collections, cash application, and expense coding
• Prepare draft financial statements and flux analyses for review
• Maintain audit-ready documentation across all major cycles
• Support development and maintenance of standardized processes, checklists, reconciliations, and close procedures
• Improve data integrity between QBO, Ramp, Stripe, HRIS, and CRM through routine system hygiene and reconciliation
• Implement recurring controls including monthly reconciliations, approval workflows, segregation of duties evidence, and revenue/expense cutoff
• Maintain the contract repository and extract key financial terms to support accurate revenue recognition
• Monitor customer AR, track upcoming payments, and collaborate with Sales to escalate overdue payments
• Support sales tax compliance, including nexus tracking, filings support, and evidence preparation
• Improve expense review workflows, policy adherence, receipt completeness, and coding completeness
• Identify operational gaps and work with the Accounting and Financial Systems role to implement scalable solutions
• Document processes to reduce single-point dependency and support audit requirements
• Report directly to the Accounting and Financial Systems role
• Work closely with Operations, Sales, RevOps, tax advisors, and auditors
• Potentially build and lead a team as the accounting function grows

Accounting Operations

Technical Customer Success

• Help self-serve and Corporate customers become successful, independent Roboflow users
• Develop, deliver, and continually improve technical enablement programs covering onboarding, annotation strategy and quality, dataset management, model training and evaluation, workflows, deployments, and workspace administration
• Host bi-weekly webinars, technical workshops, office hours, and other live educational sessions
• Develop learning journeys for increasingly sophisticated use of Roboflow technology
• Deliver structured 1:1 Targeted Enablement Option Pack engagements for qualifying customers
• Create reusable technical enablement assets including documentation, videos, walkthroughs, recordings, and reference materials
• Identify recurring customer questions and turn them into scalable educational programs or assets
• Monitor customer activation and engagement signals to identify users and cohorts for enablement programs
• Measure participation and effectiveness of enablement programs
• Collaborate with Product to identify and close recurring knowledge and usability gaps
• Stay current with Roboflow product features, releases, workflows, and best practices
• Teach customers to work effectively with datasets, annotations, model training and evaluation, and the Roboflow platform
• Partner with Support & Success leadership, Product, Sales, and Field Engineering
• Help build the Customer Success Engineering programs, content, tooling, and working practices
• Complete onboarding activities, shadow customer enablement and Support interactions, and progressively own recurring 1:many programs and 1:1 engagements

Customer Success Engineer

Sales

• Lead and develop the Commercial Sales team of SMB and Mid-Market Account Executives
• Set performance standards and provide coaching and development
• Determine organizational structure, hiring plan, territories, segmentation, and processes as the team grows
• Own Commercial Sales performance, including pipeline, bookings, conversion, productivity, and forecast accuracy
• Coach qualification, discovery, demos, deal strategy, negotiation, and closing
• Build repeatable sales processes and playbooks
• Improve pipeline generation through SDR and Marketing partnership and AE outbound habits
• Run 1:1s, pipeline reviews, forecast calls, deal reviews, and team meetings
• Use funnel metrics and sales data to improve coaching, processes, segmentation, and strategy
• Hire high-performing sellers with Recruiting
• Develop future sales leaders
• Bring prospect and customer insights back to influence product, positioning, and go-to-market strategy
• Build a high-performing, accountable Commercial Sales organization
• Improve seller productivity and conversion across the SMB and Mid-Market funnel
• Build outbound culture, hire and ramp sellers, define segmentation, and establish predictable Commercial Sales growth

Head of Partnerships

Head of Delivery

Accounting Operations

Customer Success Engineer

Commercial Sales Leader