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Sales Development Leader

Roboflow
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Hybrid (New York, NY)Full-timePosted 1w ago

About the role

Roboflow is building a go-to-market organization for computer vision products. This role leads and scales the Sales Development Representatives (SDRs) to generate pipeline, partnering with Sales, Marketing, and Revenue Ops in NYC.

Responsibilities

  • Lead from the front. Initially directly manage the 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 focuses on 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 to ensure SDRs can speak credibly about our platform, customer use cases, and computer vision. Turn demos, customer examples, messaging, and discovery practices into reusable training.
  • Use data to improve the funnel. Understand activity, meetings, qualified opportunities, pipeline, conversion, opportunity progression, and wins. Build the reporting needed to diagnose performance and continually improve.
  • Partner tightly with Sales. Align SDRs and Account Executives around target accounts, qualification, handoffs, feedback, 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. Hire exceptional SDRs, build onboarding and ramp programs, set performance expectations, manage performance, and create development paths into AE and other GTM roles.
  • Build the organization. Determine structure, hiring plans, specialization, territories, account coverage, and management layers as Roboflow grows.
  • Experiment. Test new messaging, tools, channels, segmentation, workflows, and approaches to pipeline generation—and scale what works.

Qualifications

  • Significant experience leading Sales Development or Business Development teams in B2B software.
  • Track record of building teams that consistently generate high-quality pipeline.
  • Experience directly managing and developing SDRs and frontline coaching.
  • Experience scaling a Sales Development organization through meaningful growth.
  • Strong opinions about great outbound, with willingness to experiment and adapt.
  • Experience hiring, onboarding, developing, and performance-managing high-performing SDR teams.
  • Track record of developing SDRs into successful Account Executives or other GTM roles.
  • Strong analytical instincts and ability to diagnose funnel performance with data.
  • Experience partnering closely with Account Executives, Sales leadership, Marketing, and Revenue Operations.
  • Ability to balance short-term pipeline targets with long-term scalable organization-building.
  • High standards, strong communication, accountability, and team culture.
  • Comfort in an environment where the playbook is still being written.
  • Ability to translate a technical product into simple, compelling language for prospects.

Skills

Required:Sales Development leadershipOutbound strategyData-driven funnel managementCross-functional collaborationTalent development
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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