Enterprise Account Executive, Commercial & Defense at Path Robotics

Job description

Build the Path Forward At Path Robotics, we’re building the future of embodied intelligence. Our AI-driven systems enable robots to adapt, learn, and perform in the real world closing the skilled labor gap and transforming industries. We go beyond traditional methods, combining perception, reasoning, and control to deliver field-ready AI that is risk-aware, reliable, and continuously improving through real-world use. Big, hard problems are our everyday work, and our team of intelligent, humble, and driven people make the impossible possible together. In this role, you will focus on finding and closing deals with a select group of top manufacturers, across both our commercial and defense businesses. These companies make decisions that involve teams across manufacturing, welding, quality, operations, safety, IT, finance, and leadership. You will create account strategies, build trust both on the shop floor and in the boardroom, and guide deals from the first plant tour to a signed order. Deals are typically worth millions and often lead to expansion across multiple sites. What You'll Do You will manage a specific enterprise territory. Your job includes creating and carrying out account plans for a few large manufacturers, mapping opportunities across different plants, business units, and product lines. You will handle the entire sales process. This includes finding prospects, qualifying leads, working with Solutions Engineering to define needs, building the business case, negotiating, and closing deals all the way to a signed order and funded deployment. You will build the business case by turning data like throughput, labor, scrap, rework, and cycle time into an ROI model that plant managers trust and CFOs approve. You will work with a large buying committee, connecting with everyone from the shop floor to top executives. Find the key decision maker early and manage supporters, blockers, and the complex procurement process typical of Fortune 500 companies. You will negotiate commercial terms, working with GTM Ops on pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts. You should be able to handle most terms without needing to escalate every detail. You will run capture, not just sales, on government opportunities. Shape requirements early, build teaming and prime relationships, and align a deal to a funded program rather than waiting for an RFP to appear. What you will bring 8+ years of enterprise B2B sales with a consistent record of carrying and hitting a quota on complex, long-cycle deals. Proven Seven-Figure Deal Experience: Demonstrated track record of personally creating, managing, and closing complex $1M+ enterprise opportunities, with experience navigating long, multi-stakeholder sales cycles. A background in capital equipment or automation is important. This could include r obotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service—anything that involves implementation, an acceptance process, and a payback period. You are able to think strategically even when things are unclear. You know how to choose the best accounts, plan long-term relationships, and turn down deals that will not scale. Experience selling the RaaS model - able to navigate complex conversations and overcome objections from enterprise customers with long histories of purchasing capital equipment. You do not need to be an engineer, but you should be comfortable discussing topics like cycle time, fixturing, part tolerance, and throughput. You should also know when to involve Sales Engineering. Enterprise Multi-Threading: Proven ability to build relationships and drive alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership, from the plant floor through the C-suite. Business-Case Ownership: Ability to translate operational challenges into a compelling financial and strategic business case , connecting labor, throughput, capacity, quality, and productivity improvements to measurable business outcomes and ROI. You have executive presence and can adapt to different settings. You are just as comfortable on a plant floor early in the morning as you are presenting a capital request in a boardroom later that day . Willingness to travel to customer sites, roughly half the time. You are comfortable working in a fast-growing environment where processes are still being developed, and you are expected to help shape them. What you will bring: defense and government Our defense and shipbuilding customers buy on a different clock, through different vehicles, and under compliance requirements that shape the deployment itself. For this seat, the following are requirements rather than nice-to-haves. Defense market experience. Three or more years selling into defense primes, shipbuilders, or defense technology companies—or into their supply base and the program offices that fund them. Fluency in how defense actually buys. Program offices and PEOs, prime subcontract flow-downs, IDIQ and OTA vehicles, SBIR and STTR pathways, and industrial base funding such as DPA Title III, the Office of Strategic Capital, and congressional adds. You know which door a given opportunity should come through, and you know the difference between a program with money and a program with interest. Budget-cycle discipline. You can forecast against appropriations, program milestones, and fiscal year timing rather than calendar quarters, and you can explain a slip caused by funding rather than by the customer. Compliance fluency. Working knowledge of ITAR and EAR, DFARS 252.204-7012, and NIST SP 800-171 / CMMC, and a practical sense of what they mean for putting hardware, software, and data into a controlled facility. Clearance eligibility. Must be a U.S. person and able to obtain and maintain a U.S. security clearance. An active clearance is a plus. Site comfort. Willingness to work inside shipyards, arsenals, depots, and controlled areas, including the badging, escort, and site-access requirements that come with them. Teaming orientation. This seat works alongside our Defense and Government team rather than in parallel to it. You will coordinate capture strategy, teaming, and program positioning rather than running them alone. Extra credit Knowledge of welding is a big plus. Experience with arc welding , weld quality and inspection, AWS standards, robotic weld cells, or selling welding equipment, consumables, or automation will help you succeed faster in this role. Direct experience with a shipbuilding or unmanned systems program , or with the structural fabrication supply base behind one. Having a network of VPs of Manufacturing, Directors of Operations, and Heads of Automation you can reach out to right away is a strong advantage. Experience working at a Series D-stage company or similar, where you helped build an enterprise sales process from the ground up, is a plus . Why You’ll Love Working Here Daily free lunch to keep you fueled and connected with the team Flexible PTO so you can take the time you need, when you need it Comprehensive medical, dental, and vision coverage 6 weeks fully paid parental leave, plus an additional 6–8 weeks for birthing parents (12–14 weeks total) 401(k) retirement plan through Empower Generous employee referral bonuses—help us grow our team! Who We Are At Path Robotics we love coming to work to solve interesting and tough challenges but also because our ideas are welcomed and valued. We encourage unique thinking and are dedicated to creating a diverse and inclusive environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require a reasonable accommodation to participate in the application process or any part of the hiring process, please contact HR@path-robotics.com. We are committed to providing equal access and will work with qualified individuals to ensure a fair and accessible hiring experience. We will respond to your request within 48 hours. Regulatory and Compliance Requirements This position may support work performed under U.S. Government contracts and requires compliance with applicable federal regulations, including FAR and DFARS where applicable. The role may involve access to export-controlled information subject to ITAR and/or EAR. Candidates must be able to comply with U.S. export control regulations, which may include meeting the definition of a “U.S. Person” where required. This position may also involve handling Controlled Unclassified Information (CUI) and requires adherence to company and federal data protection and confidentiality standards. Employment may be contingent upon successful completion of a background check consistent with applicable requirements

Requirements

Must-haves

Build the Path Forward
Big, hard problems are our everyday work, and our team of intelligent, humble, and driven people make the impossible possible together.
Deals are typically worth millions and often lead to expansion across multiple sites.
You will manage a specific enterprise territory. Your job includes creating and carrying out account plans for a few large manufacturers, mapping opportunities across different plants, business units, and product lines.
You will build the business case by turning data like throughput, labor, scrap, rework, and cycle time into an ROI model that plant managers trust and CFOs approve.
You will run capture, not just sales, on government opportunities. Shape requirements early, build teaming and prime relationships, and align a deal to a funded program rather than waiting for an RFP to appear.
What you will bring
8+ years of enterprise B2B sales with a consistent record of carrying and hitting a quota on complex, long-cycle deals.
Proven Seven-Figure Deal Experience: Demonstrated track record of personally creating, managing, and closing complex $1M+ enterprise opportunities, with experience navigating long, multi-stakeholder sales cycles.
You are able to think strategically even when things are unclear. You know how to choose the best accounts, plan long-term relationships, and turn down deals that will not scale.
Experience selling the RaaS model - able to navigate complex conversations and overcome objections from enterprise customers with long histories of purchasing capital equipment.
You do not need to be an engineer, but you should be comfortable discussing topics like cycle time, fixturing, part tolerance, and throughput. You should also know when to involve Sales Engineering.
You have executive presence and can adapt to different settings. You are just as comfortable on a plant floor early in the morning as you are presenting a capital request in a boardroom later that day .
Willingness to travel to customer sites, roughly half the time.
You are comfortable working in a fast-growing environment where processes are still being developed, and you are expected to help shape them.
What you will bring: defense and government
Defense market experience. Three or more years selling into defense primes, shipbuilders, or defense technology companies—or into their supply base and the program offices that fund them.

Nice-to-haves

Clearance eligibility. Must be a U.S. person and able to obtain and maintain a U.S. security clearance. An active clearance is a plus.
Direct experience with a shipbuilding or unmanned systems program , or with the structural fabrication supply base behind one.
Having a network of VPs of Manufacturing, Directors of Operations, and Heads of Automation you can reach out to right away is a strong advantage.
Experience working at a Series D-stage company or similar, where you helped build an enterprise sales process from the ground up, is a plus .
Why You’ll Love Working Here
Flexible PTO so you can take the time you need, when you need it
Generous employee referral bonuses—help us grow our team!

Application prep

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aigoaws

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Parental Leave