The posting
WHO WE ARE
Our mission is to make the world programmable. Sight is one of the key ways we understand the world, and soon this will be true for the software we use, too.
We’re building the tools, community, and resources needed to make the world programmable with artificial intelligence. Roboflow simplifies building and using computer vision models. Today, over 1M+ developers, including those from half the Fortune 100, use Roboflow’s machine learning open source and hosted tools. That includes counting cells https://blog.roboflow.com/cancer-research-computer-vision/ to accelerate cancer research, improving construction site safety https://blog.roboflow.com/preventing-accidents-on-construction-sites-with-computer-vision/, digitizing floor plans https://blog.roboflow.com/floor-plan-analysis-computer-vision/, preserving coral reef populations https://blog.roboflow.com/reefos-supercharging-coral-reef-restoration-with-ai/, guiding drone flight https://blog.roboflow.com/georeferencing-drone-videos/, and much more https://roboflow.com/templates.
Our team is small relative to our impact, and we believe our user success is our success (not the inverse). A team member summarized: “Roboflow is a company full of giant brains and tiny egos.” We find software has a multiplier effect on all roles (not only product and engineering), so Roboflow employs developers across the company in design, sales, customer support, marketing, and beyond.
We’re supported by great customers and investors, having raised over 63 million from Google Ventures, Y Combinator, Craft Ventures, Sam Altman, Lachy Groom, amongst other leading software investors.
WHAT YOU'LL DO
We’re hiring a Sales Operations Analyst to run the day-to-day operating rhythm of our revenue team and to stand up our deal desk, reporting into the Revenue Operations lead and working closely with sales leadership, finance, and our GTM Systems Engineer. Revenue Operations owns the operating system for go-to-market at Roboflow: how pipeline is measured, how the forecast is built, how territory and quota are set, and whether the numbers can be trusted. This role is the analytical and commercial half of that mandate. You’ll own the analysis leadership makes decisions from, and you’ll be the person reps come to when a deal needs to be structured, priced, and approved.
You’ll work alongside a GTM Systems Engineer who builds and maintains the systems themselves. Where they own how Salesforce works, you own what the numbers mean and how a deal gets done. Our motion is land-and-expand into enterprise manufacturing with packaged site licenses and a fast-growing first-land play, so deal structuring here is real work with real leverage, and the forecast has several distinct models underneath it.
- Own day-to-day deal desk duties: guide reps on deal structure and packaging, run pricing and discount approvals, handle non-standard terms, and drive the path from quote to signed order form, including cloud marketplace transactions
- Maintain pricing and packaging guardrails with Finance and sales leadership, including approval thresholds, discount bands, and the guidance reps use to size a site license or a proof of value
- Contribute to the weekly and monthly forecast process: assemble the forecast, track submitted forecast against actuals, and surface slip, drift, and coverage gaps by segment
- Own the recurring analysis leadership decides from, including pipeline generation, conversion by stage and segment, win/loss, sales cycle, and team performance
- Support territory, coverage, and quota planning with account distribution, whitespace, capacity math, and attainment tracking
- Steward KPI definitions so a number means the same thing in every meeting, dashboard, and report, and be the person who can explain any of them on the spot
- Run the data quality cadence with reps: publish the cleanup views, work each list down with its owner, and escalate recurring problems for a systems fix
- Support the variable compensation program through attainment reporting, plan mechanics, and the data quality behind both
WHO YOU ARE
You are a commercially minded analyst, equally comfortable in a spreadsheet and in the middle of a live deal, who wants to be an important part of an exceptional team that focuses on using Roboflow's computer vision tools to impact and improve every industry. You have high agency and a bias toward action.
Required Skills:
- 3+ years in sales operations, revenue operations, deal desk, or a sales-facing analytics role at a B2B software company
- Strong analytical skills: you can build and defend a model in a spreadsheet, and you write SQL or will pick it up quickly
- Hands-on Salesforce experience as a power user, including reports, dashboards, pipeline inspection, and opportunity and forecast data
- Practical understanding of GTM mechanics: pipeline stages, forecast categories, coverage, win rates, territory and quota concepts
- Experience supporting deal structuring, pricing approvals, or quote-to-order workflows
- A clear communicator who can explain a number to a skeptical audience and hold a definition under pressure
- High attention to detail, because this role is the last check before a number reaches leadership or a customer
Preferred Skills:
- Experience running or standing up a deal desk, particularly with packaged or tiered pricing
- Experience with CPQ, quoting tools, CLMs, or e-signature platforms
- SQL plus experience with a BI tool or data warehouse (BigQuery, Snowflake, or similar)
- Experience with enterprise land-and-expand motions, PLG, or developer-first companies
- Experience supporting variable compensation or quota administration
- Experience using AI tools to speed up analysis, documentation, and reporting
WHERE YOU'LL WORK
Roboflow is a fully distributed company. We currently have Hubs in New York City, San Francisco and Brazil (and plan to open more as we grow density in new cities). We provide opportunities (like team onsites in different cities) and resources https://blog.roboflow.com/how-we-work-together-at-roboflow/ (like a $4000/yr travel stipend) to work in person with other team members as much as you'd like, while also supporting remote team members. You can work from one of our Hubs (we offer a relocation bonus), work from home, work at co-working spaces, etc. We want you to work where you work best!
WHAT YOU'LL RECEIVE
To determine your salary, we use a number of market and data-driven salary sources. We review all salaries every six months to ensure we stay in line with the market.
📈 In addition to our cash compensation, we offer generous perks and benefits. Below are some of the highlights:
- $4000/yr Travel Stipend to travel anywhere anytime to work alongside other Roboflowers
- Cover up to 100% of your health insurance costs for you and your partner or family
- $350/mo Productivity stipend to spend on things that make your work environment more productive, like high-speed internet at home or a co-working space
- $350/mo AI Stipend
- $500 one time home office stipend
- $150/mo Team lunch stipend
- Unlimited PTO - with an annual 2 week minimum, we encourage you to take time off for yourself
- 12 weeks parental leave
- Equity in the company so we are all invested in the future of computer vision
INTERVIEW PROCESS
Below is the interview process you can expect for this role. We’re committed to building an exceptional team and aim to be thoughtful while also moving quickly. We respect your time and strive to make decisions efficiently, depending on scheduling and availability.
You’ll have several conversations with the hiring manager, a member of the Roboflow leadership team, and complete a role-relevant project or challenge.
Throughout the process, you’ll speak directly with team members about what it’s like to work and succeed at Roboflow. Below is the interview process you can expect for this role.
Before the Interview:
- We’ll review your application, LinkedIn, Github, etc.
- The best way to stand out is to write about something you’ve built with Roboflow or contribute to one of our open source projects https://roboflow.com/open-source.
Introduction Phase:
- [30m] Meet with recruiter and/or hiring manager to assess for overall mindset and skillset
- [45m] Technical Assessment, if applicable
Team Interview Phase:
- [30m] Meet with another member of the team
- [60m] Meet with hiring manager again
- Use this time to review specifics about the job description
- Begin working through your 30/60/90 projects
- Ask questions!
Build with Roboflow Phase
- You will build a small project with Roboflow to showcase your technical and product skills.
- [45m] Meet with your hiring manager and our CTO, Brad Dwyer to demo your project
Final Interview Stage
- [30m] Leadership conversation focused on culture and company vision, as applicable.
- [30m] Additional leadership discussion to discuss culture, as applicable.
References
- References are required as part of our process. We will reach out to coordinate timing.
Note: you are welcome to request additional conversations with anyone you would like to meet and we will accommodate as best we can.
Not sure if this is you?
We want a diverse, global team with a broad range of experience and perspectives. We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.
Learn More About Us
At Roboflow, we believe great ideas come from everywhere, and everyone. We’re proud to be an Equal Opportunity Employer committed to building a diverse and inclusive team. We consider all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, veteran status, or any other legally protected characteristics.
