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Path Robotics is building embodied AI systems that enable robots to adapt, learn, and perform in real-world environments, closing the skilled labor gap across manufacturing and defense sectors. As an Enterprise Account Executive for Commercial & Defense, you will own a specific enterprise territory and manage relationships with select top manufacturers, driving deals worth millions that often expand across multiple sites.
You will own the entire sales lifecycle: prospecting, qualifying leads, working with Solutions Engineering to define customer needs, building financial business cases, negotiating complex terms, and closing deals through to signed orders and funded deployment. You will navigate large buying committees spanning shop floors to C-suite, connecting with manufacturing, welding, quality, operations, safety, IT, finance, and executive leadership. A key responsibility is translating operational metrics—throughput, labor, scrap, rework, cycle time—into ROI models that plant managers trust and CFOs approve.
For government and defense opportunities, you will run capture strategy rather than reactive sales: shaping requirements early, building teaming and prime relationships, and aligning deals to funded programs. You will negotiate commercial terms including pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts, handling most negotiations without escalation.
The role requires comfort in a fast-growing environment where processes are still being developed and you help shape them. You will travel to customer sites roughly half the time, working inside manufacturing plants, shipyards, arsenals, and controlled facilities.
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, Robotics-as-a-Service, or similar)
- Experience selling RaaS models and overcoming objections from enterprise customers with capital equipment purchasing histories
- Comfort discussing technical topics (cycle time, fixturing, part tolerance, throughput) and knowing when to involve Sales Engineering
- 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 floors and boardrooms
- Willingness to travel approximately 50% of the time
- Comfort working in fast-growing environments with developing processes
DEFENSE & GOVERNMENT REQUIREMENTS (required, not nice-to-have):
- 3+ years selling into defense primes, shipbuilders, defense technology companies, or their supply base and program offices
- Fluency in defense procurement: Program Offices and PEOs, prime subcontract flow-downs, IDIQ and OTA vehicles, SBIR and STTR pathways, DPA Title III, Office of Strategic Capital, congressional adds
- Budget-cycle discipline: ability to forecast against appropriations, program milestones, and fiscal year timing
- Working knowledge of ITAR, EAR, DFARS 252.204-7012, NIST SP 800-171, and CMMC
- Must be a U.S. person and able to obtain and maintain a U.S. security clearance (active clearance is a plus)
- Willingness to work inside shipyards, arsenals, depots, and controlled areas with badging and escort requirements
- Teaming orientation: coordinate capture strategy, teaming, and program positioning alongside the Defense and Government team
EXTRA CREDIT:
- Knowledge of welding (arc welding, weld quality/inspection, AWS standards, robotic weld cells, welding equipment/consumables/automation)
- Direct experience with shipbuilding or unmanned systems programs, or structural fabrication supply base
- Existing network of VPs of Manufacturing, Directors of Operations, Heads of Automation
- Experience at Series D-stage company building enterprise sales process from the ground up
