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Head of Partnerships

Roboflow· Partnerships
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Hybrid (Remote (US))Full-timePosted 1w ago

About the role

Roboflow is seeking a Head of Partnerships to build and scale the ecosystem that drives customer reach and production deployment of computer vision solutions. The role is a senior IC today, with end-to-end ownership of partnerships across consulting/SI, hardware, and software/tech partners, and potential to shape and grow the function.

Responsibilities

  • Build Roboflow's partnership strategy. Determine leverage across distribution, customer acquisition, deployment, product adoption, and expansion and translate strategy into action.
  • Build our consulting and SI ecosystem. Develop relationships with consulting firms, systems integrators, and implementation partners to identify opportunities and deploy at scale.
  • Develop strategic hardware partnerships. Build relationships across cameras, edge compute, sensors, and related infrastructure.
  • Build software and technology partnerships. Identify platforms for integrations, co-selling, co-marketing, or broader relationships.
  • Personally take partnerships from idea to revenue. Source opportunities, build business cases, negotiate agreements, launch partnerships, and drive measurable results.
  • Create partner-sourced and partner-influenced pipeline with Sales to convert partnerships into opportunities.
  • Build joint go-to-market motions (co-selling, referrals, marketplace, integrations, co-marketing).
  • Enable partners to sell and deploy Roboflow with cross-functional collaboration across Sales, Marketing, Product, Solutions Architects, and Delivery.
  • Develop the operating system for Partnerships (prioritization, measurement, pipeline management, resource allocation).
  • Build enablement and onboarding programs for Partners.
  • Be the internal voice of the ecosystem; feed learnings back into Product, Engineering, Marketing, and GTM to shape strategy.

Qualifications

  • Built and owned strategic partnerships in a high-growth technology company.
  • Experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships.
  • Understands multiple ecosystems and has developed partnerships in each.
  • Builder mindset; able to start with a blank slate rather than a mature program.
  • Comfortable as a senior IC: sourcing partners, making introductions, building business cases, negotiating, and driving joint opportunities.
  • Strong commercial orientation; can connect partnership activity to revenue and customer outcomes.
  • Knows what makes a partnership sustainable and effective.
  • Comfort navigating relationships from individual contributors to senior executives.
  • Able to move between strategy and execution and mobilize cross-functional teams.

Skills

Required:Partnership strategyBusiness developmentRelationship managementContracts & negotiation
Last updated Oct 14, 2026. Interested? Apply on the company site.
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About Roboflow

🖼️ Give your software the sense of sight.

Roboflow enables developers to make the world programmable. Use our tools to build better datasets (collect image, video / annotate), models (foundation and fine tuned small models), and deployments (self hosted, edge, APIs, SDKs) for computer vision. Over 250k developers, including those from over half the Fortune 100, build with our open source and hosted tools. Build with us: https://app.roboflow.com Hack with us: https://roboflow.slab.com/public/posts/roboflow-hackathons-external-u478m1iz Work with us: roboflow.com/careers

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