Job description

WHO WE ARE Roboflow is on a mission to give software the sense of sight. Our platform makes it easier for developers and organizations to build, deploy, and manage computer vision applications. More than 1 million developers have used Roboflow, and our customers range from startups to some of the largest companies in the world. As computer vision moves from experimentation into production, the ecosystem around Roboflow is becoming increasingly important. Customers don't deploy computer vision in isolation — they work with consulting partners, integrate with software platforms, and deploy onto cameras, edge devices, and other hardware. We're looking for a Head of Partnerships to build the ecosystem that helps Roboflow reach more customers and bring more computer vision applications into production. THE OPPORTUNITY 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. WHAT YOU'LL DO 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. Build joint go-to-market motions. Develop co-selling, referral, marketplace, integration, and co-marketing motions based on what makes sense for each partner and ecosystem. Enable partners to successfully sell and deploy Roboflow. Work with Sales, Marketing, Product, Solutions Architects, and Delivery to give partners the technical and commercial knowledge they need to identify opportunities and successfully bring Roboflow to customers. Develop the operating system for Partnerships. Establish how we prioritize partners, measure performance, manage pipeline, allocate internal resources, and determine when to invest more deeply in a relationship. Build enablement and onboarding programs for Partners. Develop the onboarding and enablement programs that set our partners up for success in our ecosystem. Be the internal voice of the ecosystem. Bring what you're learning from partners back into Product, Engineering, Marketing, and GTM to help shape our strategy. WHO YOU ARE - You've personally built and owned strategic partnerships in a high-growth technology company. - You have meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships. - 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 have a strong commercial orientation and can connect partnership activity directly to revenue and customer outcomes. - 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 have experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or another technical platform. - You've built partnerships involving technology deployed into the physical world. - You've worked directly with global consulting firms or systems integrators and understand how to activate them beyond signing an agreement. - You have a strong partner network already that you bring with you. - You've built hardware relationships involving cameras, edge devices, compute, sensors, or adjacent infrastructure. - You've created meaningful revenue through partner-sourced or partner-influenced opportunities. - You've helped turn an early partnerships motion into something repeatable enough to eventually build a team around. WHAT SUCCESS LOOKS LIKE Within your first year, Roboflow has a clear partnership strategy and a focused portfolio of high-value relationships across consulting, hardware, and software. Our strongest partners aren't simply names on a webpage. They're bringing Roboflow into customer conversations, building alongside us, integrating with our platform, helping customers deploy, and creating measurable pipeline and revenue. You've established repeatable ways to identify, evaluate, launch, and grow partnerships — giving us a foundation we can scale. And you've demonstrated where additional investment can create leverage, helping define what the next version of Roboflow's Partnerships organization should look like. WHY ROBOFLOW Computer vision is inherently an ecosystem problem. The software has to connect to cameras, compute, existing technology stacks, physical environments, and the people who design and implement those systems. That creates an enormous opportunity for partnerships. Rather than inheriting a mature program, you'll have the chance to decide which relationships matter, build them from the ground up, and create an ecosystem that can meaningfully expand how Roboflow reaches customers and how quickly those customers can bring visual AI into production.

Requirements

Must-haves

Partnerships at Roboflow has the potential to become a significant growth engine for the business.
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.
As the ecosystem grows, you'll have the opportunity to shape what the Partnerships organization becomes.
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.
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.
Build joint go-to-market motions. Develop co-selling, referral, marketplace, integration, and co-marketing motions based on what makes sense for each partner and ecosystem.
Develop the operating system for Partnerships. Establish how we prioritize partners, measure performance, manage pipeline, allocate internal resources, and determine when to invest more deeply in a relationship.
Build enablement and onboarding programs for Partners. Develop the onboarding and enablement programs that set our partners up for success in our ecosystem.
Be the internal voice of the ecosystem. Bring what you're learning from partners back into Product, Engineering, Marketing, and GTM to help shape our strategy.
You've personally built and owned strategic partnerships in a high-growth technology company.
You have meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships.
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 have a strong commercial orientation and can connect partnership activity directly to revenue and customer outcomes.
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.
You've built a partner ecosystem from an early stage rather than only operating within an established program.
You have experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or another technical platform.
You've built partnerships involving technology deployed into the physical world.

Nice-to-haves

None flagged.

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Keywords to mirror

goaiml

Platform: ashby
Effort: quick

Benefits

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Vision