Enterprise Account Executive Commercial and Defense
Path RoboticsVisit Path Robotics website
Path Robotics develops physical-AI robotic welding systems for manufacturing.
Columbus, United States
Funding history
About Path Robotics
Path Robotics builds autonomous welding cells and mobile welding systems powered by its Obsidian AI model, which uses real-time sensing and adaptation to weld variable industrial parts.
Skills
About the Role
You will own an enterprise territory and lead complex, long-cycle commercial and defense sales opportunities from prospecting through funded deployment. You will build account and capture strategies, develop ROI business cases, coordinate with Solutions Engineering and GTM Operations, negotiate terms, and manage multi-stakeholder buying processes. You will also shape government opportunities, teaming relationships, and program positioning.
Requirements
- 8+ years of enterprise B2B sales experience on complex, long-cycle deals
- Experience personally creating, managing, and closing $1M+ enterprise opportunities
- Background in capital equipment or automation
- Experience selling Robotics-as-a-Service
- Ability to discuss manufacturing topics including cycle time, fixturing, part tolerance, and throughput
- Ability to build alignment across engineering, operations, manufacturing, IT/security, procurement, finance, legal, and executive leadership
- Willingness to travel to customer sites roughly half the time
- 3+ years selling into defense primes, shipbuilders, defense technology companies, their supply base, or program offices
- Knowledge of defense procurement vehicles and industrial-base funding
- Working knowledge of ITAR, EAR, DFARS 252.204-7012, NIST SP 800-171, and CMMC
- U.S. person status and ability to obtain and maintain a U.S. security clearance
- Willingness to work in controlled customer sites
Responsibilities
- Manage an enterprise territory and execute account plans for large manufacturers
- Own the full sales cycle from prospecting and qualification through negotiation and signed orders
- Build ROI business cases using operational metrics
- Manage relationships across complex buying committees
- Negotiate commercial terms, deployment milestones, and performance metrics
- Lead capture strategy for government opportunities
- Build teaming and prime relationships and align opportunities to funded programs
Benefits
- Daily free lunch
- Flexible PTO
- Medical, dental, and vision coverage
- 6 weeks of fully paid parental leave, plus an additional 6–8 weeks for birthing parents
- 401(k) retirement plan through Empower
- Employee referral bonuses
