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UiPath is seeking an Account Executive to drive new business acquisition and expand existing relationships within the U.S. Navy and public sector. You will manage the full sales cycle from prospecting through contract closure, focusing on state and local government agencies and educational institutions. This role emphasizes strategic account planning, C-level relationship building, and deep understanding of Navy procurement processes and compliance requirements.
Key responsibilities include achieving and exceeding quarterly and annual sales quotas for new business and expansion revenue; developing and executing strategic account plans to penetrate new accounts and expand footprint in existing customers; establishing and nurturing executive relationships within government and education organizations; acting as a trusted advisor by understanding customer business challenges and aligning UiPath's intelligent automation solutions to their needs; collaborating with customer success teams for seamless handoffs; developing deep understanding of Navy market dynamics, procurement processes, and compliance requirements; identifying and pursuing strategic opportunities within assigned customer base; representing UiPath at industry events and customer meetings; partnering with Solutions Engineers, Professional Services, and Customer Success teams; working with marketing on territory-specific campaigns; and collaborating with legal and finance on contract negotiations and deal structuring.
UiPath is a category-leading enterprise software company focused on the transformative power of automation. The company values curious, self-propelled, and genuine people who thrive in fast-moving growth environments.
REQUIREMENTS:
- 5+ years of successful enterprise software sales experience, with at least 2+ years selling to Navy 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 Navy 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 QUALIFICATIONS:
- Experience selling automation, AI, or digital transformation solutions
- Existing relationships within Navy focus
- Knowledge of RPA (Robotic Process Automation) and AI technologies
- Understanding of public sector compliance requirements (FedRAMP, StateRAMP, etc.)
- Experience with cooperative purchasing agreements (NASPO, E&I, etc.)
