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Path Robotics is building embodied AI systems that enable robots to adapt, learn, and perform in real-world manufacturing environments. The company combines perception, reasoning, and control to deliver field-ready AI that closes the skilled labor gap and transforms industries.
As an Enterprise Account Executive, you will own a specific enterprise territory focused on large manufacturers. You will manage a select group of top manufacturers and create account strategies that span multiple plants, business units, and product lines. Your responsibilities include:
• Manage the entire sales process from prospecting through closing, including lead qualification, needs definition with Solutions Engineering, business case development, negotiation, and deal closure.
• Build compelling ROI models that translate operational metrics (throughput, labor, scrap, rework, cycle time) into financial cases that plant managers trust and CFOs approve.
• Navigate complex buying committees across manufacturing, welding, quality, operations, safety, IT, finance, and leadership. Identify key decision makers early and manage the multi-stakeholder procurement process typical of Fortune 500 companies.
• Negotiate commercial terms including pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts. Handle most negotiations independently with support from GTM Ops.
• Travel to customer sites approximately 50% of the time to build relationships on the shop floor and in the boardroom.
Deals are typically worth millions and often lead to expansion across multiple sites. You will work in a fast-growing environment where processes are still being developed, and you are expected to help shape them.
REQUIREMENTS:
• 8+ years of enterprise B2B sales with consistent quota attainment on complex, long-cycle deals
• Proven track record of personally creating, managing, and closing $1M+ enterprise opportunities with multi-stakeholder sales cycles
• Background in capital equipment or automation (robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service)
• Experience selling Robotics-as-a-Service (RSaaS) model to enterprise customers with capital equipment purchasing histories
• Ability to discuss technical topics (cycle time, fixturing, part tolerance, throughput) and know when to involve Sales Engineering
• Enterprise multi-threading capability: proven ability to build relationships and drive alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership
• Ability to translate operational challenges into compelling financial and strategic business cases
• Executive presence and adaptability across plant floor and boardroom settings
• Willingness to travel ~50% of the time
• Comfort working in fast-growing environment with evolving processes
EXTRA CREDIT:
• Knowledge of welding (arc welding, weld quality/inspection, AWS standards, robotic weld cells, welding equipment/automation)
• Experience selling to defense or government markets (prime contractors, shipbuilders, government contracts)
• Existing network of VPs of Manufacturing, Directors of Operations, and Heads of Automation
• Experience at Series D-stage company building enterprise sales process from ground up
