[Hiring] Head of Partnerships @Roboflow

Role Description

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.

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 relationships
• Structuring the commercial model
• Launching joint initiatives
• Turning partnerships into measurable business results

You'll build across three critical parts of our ecosystem:

• Consulting and systems integration partners
• Hardware partners
• 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
• 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.

Qualifications

• Experience building and owning strategic partnerships in a high-growth technology company
• Meaningful experience across consulting/SI partnerships, hardware partnerships, and software/technology partnerships
• Understanding of how those ecosystems operate differently
• Excitement about starting with a relatively blank page rather than inheriting a mature partner program
• Comfort operating as a senior IC and personally doing the work
• Strong commercial orientation connecting partnership activity directly to revenue and customer outcomes
• Ability to navigate relationships from individual contributors through senior executives
• Fluency in moving between strategy and execution
• Cross-functional skills to mobilize Sales, Product, Engineering, Marketing, and Delivery
• Thriving in ambiguity with strong judgment about where to spend time

Requirements

• Experience building a partner ecosystem from an early stage
• Experience with AI/ML, developer tools, infrastructure, data platforms, robotics, computer vision, or another technical platform
• Experience with technology deployed into the physical world
• Direct experience with global consulting firms or systems integrators
• Strong partner network
• Experience building hardware relationships involving cameras, edge devices, compute, sensors, or adjacent infrastructure
• Experience creating meaningful revenue through partner-sourced or partner-influenced opportunities
• Experience helping turn an early partnerships motion into something repeatable

Benefits

• Opportunity to decide which relationships matter and build them from the ground up
• Chance to create an ecosystem that can meaningfully expand how Roboflow reaches customers
• Ability to influence how quickly customers can bring visual AI into production

What Success Looks Like

• Clear partnership strategy and focused portfolio of high-value relationships within the first year
• Strong partners actively bringing Roboflow into customer conversations
• Established repeatable ways to identify, evaluate, launch, and grow partnerships
• Demonstrated areas for additional investment to create leverage