Sales Operations Analyst

Who We AreOur 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 to accelerate cancer research, improving construction site safety, digitizing floor plans, preserving coral reef populations, guiding drone flight, and much more.

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 DoWe’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 sys...