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UiPath is seeking a dynamic Account Executive to join the SLED (State, Local, and Education) sales team. This role focuses on driving new business acquisition and expanding existing relationships within the public sector, targeting state and local government agencies and educational institutions.
Key Responsibilities:
Sales & Revenue Generation: Achieve and exceed quarterly and annual sales quotas for new business and expansion revenue within assigned SLED territory. Develop and execute strategic account plans to penetrate new accounts and expand footprint in existing customers. Manage the full sales cycle from prospecting through contract negotiation and closure. Build and maintain a robust pipeline of qualified opportunities.
Relationship Management: Establish and nurture C-level and executive relationships within state, local government, and education organizations. Act as a trusted advisor to customers, understanding their business challenges and aligning UiPath solutions to their needs. Collaborate with customer success teams to ensure seamless handoffs and long-term customer satisfaction.
Territory & Market Development: Develop deep understanding of SLED market dynamics, procurement processes, and compliance requirements. Identify and pursue strategic opportunities within assigned territory. Represent UiPath at industry events, conferences, and customer meetings.
Cross-Functional Collaboration: Partner with Solutions Engineers, Professional Services, and Customer Success teams to deliver compelling customer experiences. Work closely with marketing to develop territory-specific campaigns and demand generation activities. Collaborate with legal and finance teams on contract negotiations and deal structuring.
Requirements:
- 5+ years of successful enterprise software sales experience, with at least 2+ years selling to SLED accounts
- Proven track record of consistently meeting or exceeding sales quotas ($1M+ annually)
- Experience navigating complex procurement processes and government contracting requirements
- Demonstrated ability to close six and seven-figure deals
- Strong understanding of SLED buying cycles, budget processes, and decision-making structures
- Excellent presentation, communication, and negotiation skills
- Ability to articulate complex technical concepts to both technical and non-technical audiences
- Strategic thinking with strong business acumen
- Self-motivated with ability to work independently and as part of a team
- Proficiency with Salesforce or similar CRM platforms
- Bachelor's degree required; MBA or advanced degree preferred
Preferred: Experience selling automation, AI, or digital transformation solutions; existing relationships within SLED organizations in assigned territory; knowledge of RPA and AI technologies; understanding of public sector compliance requirements (FedRAMP, StateRAMP); experience with cooperative purchasing agreements (NASPO, E&I).
