Roboflow Head of Partnerships at Roboflow to build and scale the ecosystem of consulting, hardware, and software partners. Own partnership strategy, relationship development, negotiation, and revenue generation.
Responsibilities
Partnerships at Roboflow has the potential to become a significant growth engine for the business.
We're looking for someone to own that opportunity end-to-end — identifying where partnerships can create leverage, developing the relationships, structuring the commercial model, launching joint initiatives, and ultimately turning those partnerships into measurable business results.
You'll build across three critical parts of our ecosystem: consulting and systems integration partners, hardware partners, and software/technology partners.
This is a senior individual contributor role today. You won't inherit a large partnerships organization or a mature playbook. You'll be the person building it.
That means personally sourcing partners, developing relationships, negotiating agreements, figuring out what makes the partnership valuable to both sides, enabling partners, working alongside Sales on opportunities, and creating the systems that eventually allow the function to scale.
As the ecosystem grows, you'll have the opportunity to shape what the Partnerships organization becomes.
Build Roboflow's partnership strategy. Determine where partnerships can create the greatest leverage across distribution, customer acquisition, deployment, product adoption, and expansion — and translate that strategy into action.
Build our consulting and SI ecosystem. Develop relationships with consulting firms, systems integrators, and implementation partners that can identify computer vision opportunities, bring Roboflow into customer engagements, and help deploy solutions at scale.
Develop strategic hardware partnerships. Build relationships across the hardware ecosystem — including cameras, edge compute, sensors, and other infrastructure our customers use to bring computer vision into the physical world.
Build software and technology partnerships. Identify platforms where integrations, co-selling, co-marketing, or broader strategic relationships can make Roboflow more valuable and expand our reach.
Personally take partnerships from idea to revenue. Source opportunities, develop the business case, build executive relationships, negotiate agreements, launch the partnership, and stay involved until it's producing meaningful results.
Create partner-sourced and partner-influenced pipeline. Work closely with Sales to turn partnerships into real customer opportunities rather than relationships that exist primarily on paper.
Qualification
You're a builderWe'd Be Especially Excited If
Required
You've personally built and owned strategic partnerships in a high-growth technology company.
You understand that those ecosystems operate differently and have personally developed partnerships within each.
You're a builder. You're excited by the opportunity to start with a relatively blank page rather than inherit a mature partner program.
You're comfortable operating as a senior IC and personally doing the work — sourcing partners, making introductions, building business cases, negotiating agreements, and driving joint opportunities.
You know the difference between signing a partnership and building one that actually works.
You're comfortable navigating relationships from individual contributors through senior executives.
You can move fluidly between strategy and execution.
You're highly cross-functional and know how to mobilize Sales, Product, Engineering, Marketing, and Delivery around the right partnership opportunities.
You thrive in ambiguity and have strong judgment about where to spend your time.
We'd Be Especially Excited If
You've built a partner ecosystem from an early stage rather than only operating within an established program.
You've built partnerships involving technology deployed into the physical world.
