Head of GTM Systems & Strategy

About Roboflow

Roboflow is the end-to-end computer-vision platform trusted by 1M+ developers. We’re tripling ARR each year on our way from eight to nine figures and need an operator-builder who can weaponise data, automation, and enablement so the revenue engine scales as fast as the tech.

Why This Role Exists

You’ll start as a hands-on force-multiplier for Sales, Solutions, and CS- fixing what’s brittle, wiring what’s missing, wiring the tech, and proving impact fast. As the foundations harden, you’ll hire and lead a lean RevOps and Enablement team so you can scale yourself and the function. The ultimate goal is making the revenue team measurably more productive, predictable, and faster tomorrow-not next quarter.

Core Outcomes (First 6 Months)

1. Pipeline Generation- 2× increase in ‘qualified pipeline’ per AE without CAC blow-up.
2. Cycle Compression- 25% reduction in median days-to-close through smarter routing and qualification/MEDDPICC rigor.
3. Data & Automation-  80% of repetitive IC tasks automated; <2% data hygiene error rate.
4. Enablement Velocity- New-hire ramp to productivity in ≤ 90 days; content library mapped to each sales stage for major selling motions/engagement models.
5. Forecast Accuracy- Weekly forecast ±5% variance using live signals and scoring.
6. Team Evolution- Draft hiring plan and success profiles for the next 1-2 RevOps/Enablement hires.

Key Responsibilities

• Architect and Automate
• Own the revenue tech stack end-to-end (Salesforce, Clay, custom work, etc.).
• Design workflows that turn data signals into “next best actions”. 
• Strategy to Execution Loop
• Codify GTM strategy (ICP refinement, packaging, pricing) and push it into systems and enablement assets.
• Enablement and Process Excellence
• Build modular playbooks and high-frequency team development content.
• Implement and ship updates rapidly.
• Analytics and Revenue Intelligence
• Ship dashboards that reps use daily, leaders trust weekly, and the board loves quarterly.
• Team Leadership
• Recruit, coach, and retain a high-output team once baseline KPIs hit.
• Foster a culture of experimentation, shipping fast, and craftsmanship.
• Cross-Functional Glue
• Partner with Product for usage-to-expansion loops and with Marketing for demand DNA tagging.

You’Ll Thrive Here If

• Hybrid profile: 7–10 yrs scaling large B2B SaaS from <$20M to $100M+ with proven RevOps + systems chops (SQL or Python scriptable).
• Builder’s mentality: You prototype in Zapier on in-flight Wi-Fi and roll it company-wide the next day.
• Opinionated: Bring frameworks and kill sacred cows when data says so.
• Storyteller: Can explain a revenue architecture to the board in three slides or to an SDR in 30 seconds.
• People leader: have hired and developed small but mighty ops and/or enablement teams.
• Intangibles: Default-to-action, radical candour, craftsmanship, joy in the craft.

Nice-To-Haves

• Certified in Command of the Message and Command of the Sale.
• Implemented MEDDPICC and forecasting across multiple regions.
• Implemented AI-driven lead scoring or autonomous SDR playbooks.
• Exposure to computer-vision, edge AI, or manufacturing/logistics go-to-market.

Compensation & Expectations

• Pay range: $225k-$255k OTE
• Senior level
• 8+ years of experience in sales strategy and operations
• Working out of our NYC hub 3+ days a week is highly preferred. The role is US-centric.