Commercial Sales Leader

Roboflow

. Lead and develop the Commercial Sales team of SMB and Mid-Market Account Executives .

Posted 9/22/2026full-timeNew York City • New York • United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading and developing high-performing Commercial Sales teams, with a strong focus on pipeline generation, sales processes, and coaching. Proven ability to leverage sales data and funnel metrics to drive performance and influence go-to-market strategies.

Highest-signal resume keywords

B2B Software Sales LeadershipPipeline GenerationSales Process DevelopmentCoaching and DevelopmentCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales FundamentalsDeal StrategyNegotiationClosingSales Motion ImprovementFunnel Metrics AnalysisSegmentation DefinitionAccount Executive ManagementRevenue Target AchievementSales Data Utilization

Soft Skills

Coaching-Oriented LeadershipIntellectual CuriosityAdaptabilityHigh StandardsAmbiguity Management

Industry Keywords

SMB SalesMid-Market SalesCommercial SalesOutbound ProspectingSales PlaybooksTechnical SoftwareAI SoftwareData InfrastructureManufacturing SalesLogistics Sales

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

Experience leading high-performing SMB, Mid-Market, Commercial, or Inside Sales teams in B2B software
Track record of consistently hitting or exceeding team revenue targets
Experience managing and developing Account Executives
Strong sales fundamentals, including discovery, qualification, deal strategy, negotiation, and closing
Experience building or improving a sales motion
Understanding of pipeline generation and outbound prospecting accountability
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
Ability to work cross-functionally with Marketing, SDR, RevOps, Customer Success, and technical teams
Intellectual curiosity and ability to learn technical products deeply
Experience with technical, developer-focused, AI, data, infrastructure, or platform software is especially valued
Experience scaling a team through company growth is especially valued
Experience defining segmentation or creating repeatable sales motions is especially valued
Experience selling into manufacturing, logistics, robotics, automotive, or similar industries is especially valued
Experience managing high-velocity SMB and complex Mid-Market sales cycles is especially valued
Experience developing individual contributors into top performers or first-time managers is especially valued