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Enterprise Account Executive, Commercial & Defense

Path Robotics· Sales
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Remotefull-timePosted 3d ago

About the role

Enterprise Account Executive role at Path Robotics focused on managing an enterprise territory, driving end-to-end sales from prospecting to signed order, including government capture for defense opportunities, with deals typically worth millions across commercial and defense businesses.

Responsibilities

  • Manage a specific enterprise territory by creating and executing account plans for large manufacturers, mapping opportunities across plants, business units, and product lines.
  • Handle the entire sales process from finding prospects, qualifying leads, collaborating with Solutions Engineering to define needs, building the business case, negotiating, and closing deals to a funded deployment.
  • Build the business case by translating throughput, labor, scrap, rework, and cycle time into an ROI model.
  • Engage with a large buying committee from shop floor to C-suite, identifying key decision makers and navigating complex procurement processes typical of Fortune 500 companies.
  • Negotiate commercial terms with GTM Ops on pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts; handle most terms without escalation.
  • Run capture activities for government opportunities, shaping requirements, building teaming/prime relationships, and aligning deals to funded programs.

Qualifications

  • 8+ years of enterprise B2B sales with a consistent quota-attainment in complex, long-cycle deals.
  • Proven seven-figure deal experience (personally creating, managing, and closing $1M+ enterprise opportunities) with multi-stakeholder cycles.
  • Background in capital equipment or automation (robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service) with implementation and payback considerations.
  • Strategic thinking to select accounts, plan long-term relationships, and prune non-scalable deals.
  • Experience selling Robotics-as-a-Service (RaaS) and navigating objections from enterprise customers with capital equipment histories.
  • Comfort discussing cycle time, fixturing, part tolerance, throughput; know when to involve Sales Engineering.
  • Enterprise multi-threading: ability to align across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executives.
  • Business-case ownership: translate operational challenges into financial and strategic ROI tied to labor, throughput, capacity, quality, and productivity improvements.
  • Executive presence and adaptability to plant floor and boardroom settings.
  • Willingness to travel roughly half the time.
  • Comfort working in a fast-growing environment with evolving processes.

Skills

Required:Enterprise B2B salesSeven-Figure Deal ExperienceCapital equipment / automation knowledgeStrategic account planningRaaS sellingTechnical discussion comfortExecutive presence

Benefits

  • Daily free lunch
  • Flexible PTO
  • Comprehensive medical, dental, and vision coverage
  • 6 weeks fully paid parental leave (plus 6–8 weeks for birthing parents, totaling 12–14 weeks)
  • 401(k) retirement plan through Empower
  • Generous employee referral bonuses
Last updated Oct 23, 2026. Interested? Apply on the company site.

About Path Robotics

Path Robotics | Physical AI for Manufacturing

Path Robotics – Physical AI for manufacturing. Obsidian, our foundational AI, powers Path's Intelligent Welding Cells and Rove. 4x productivity, 30%+ lower cost, $0 capex.

Welding CellsRoveObsidianPhysical AIManufacturingAutomation
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