Enterprise Account Executive

pathrobotics; Columbus (OH); On-site; USD 120,000 - 190,000; Full time

Benefits offered by this job

Daily free lunch

Job summary

Path Robotics is seeking an experienced enterprise sales leader to close multi-site deals with major manufacturers. You will own the end-to-end process from initial contact through deployment, building compelling ROI models and aligning cross-functional teams.

The ideal candidate has 8+ years in enterprise B2B sales, a track record of $1M+ deals, and a background in automation or capital equipment. Travel to customer sites is expected about half the time in a fast-growing environment.

Qualifications

• 8+ years of enterprise B2B sales with a consistent quota.
• Seven-figure deal experience: personally creating, managing, and closing $1M+ opportunities.
• Background in capital equipment or automation (robotics, machine tools, etc.).
• Ability to plan long-term relationships and select accounts with scale.
• Experience selling RSaaS and navigating long sales cycles.
• Comfort discussing throughput, fixturing, tolerances, and ROI with stakeholders.
• Executive presence and multi-stakeholder navigation across levels from shop floor to C-suite.

Responsibilities

• Manage a specific enterprise territory with account plans across multiple plants and product lines.
• Own the entire sales process from prospecting to signed order and deployment.
• Build ROI models using throughput, labor, scrap, rework, and cycle time data.
• Navigate large buying committees, manage supporters and blockers, and handle procurement steps.
• Negotiate terms with GTM Ops on pricing, milestones, and success criteria.

Skills

Enterprise B2B sales

Seven-Figure deals

Capital equipment

Strategic account planning

Cross-functional influence

Job description

Build the Path Forward

At Path Robotics, we’re building the future of embodied intelligence. Our AI-driven systems enable robots to adapt, learn, and perform in the real world closing the skilled labor gap and transforming industries. We go beyond traditional methods, combining perception, reasoning, and control to deliver field-ready AI that is risk-aware, reliable, and continuously improving through real-world use.

Big, hard problems are our everyday work, and our team of intelligent, humble, and driven people make the impossible possible together.

In this role, you will focus on finding and closing deals with a select group of top manufacturers. These companies make decisions that involve teams across manufacturing, welding, quality, operations, safety, IT, finance, and leadership. You will create account strategies, build trust both on the shop floor and in the boardroom, and guide deals from the first plant tour to a signed order.

Deals are typically worth millions and often lead to expansion across multiple sites.

What You’ll Do

• Manage a specific enterprise territory. Your job includes creating and carrying out account plans for a few large manufacturers, mapping opportunities across different plants, business units, and product lines.
• Own the entire sales process. This includes finding prospects, qualifying leads, working with Solutions Engineering to define needs, building the business case, negotiating, and closing deals all the way to a signed order and funded deployment.
• Build the business case by turning data like throughput, labor, scrap, rework, and cycle time into an ROI model that plant managers trust and CFOs approve.
• Work with a large buying committee, connecting with everyone from the shop floor to top executives. Find the key decision maker early and manage supporters, blockers, and the complex procurement process typical of Fortune 500 companies.
• Negotiate commercial terms, working with GTM Ops on pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts. You should be able to handle most terms without needing to escalat[e] every detail.

Who You Are

• 8+ years of enterprise B2B sales with a consistent record of carrying and hitting a quota on complex, long-cycle deals.
• Proven Seven-Figure Deal Experience: Demonstrated track record of personally creating, managing, and closing complex $1M+ enterprise opportunities, with experience navigating long, multi-stakeholder sales cycles.
• A background in capital equipment or automation is important. This could include robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service-anything that involves implementation, an acceptance process, and a payback period.
• You are able to think strategically even when things are unclear. You know how to choose the best accounts, plan long-term relationships, and turn down deals that will not scale.
• Experience selling the RSaaS model - able to navigate complex conversations and overcome objections from enterprise customers with long histories of purchasing capital equipment.
• You do not need to be an engineer, but you should be comfortable discussing topics like cycle time, fixturing, part tolerance, and throughput. You should also know when to involve Sales Engineering.
• Enterprise Multi-Threading: Proven ability to build relationships and drive alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership, from the plant floor through the C-suite.
• Business-Case Ownership: Ability to translate operational challenges into a compelling financial and strategic business case, connecting labor, throughput, capacity, quality, and productivity improvements to measurable business outcomes and ROI.
• You have executive presence and can adapt to different settings. You are just as comfortable on a plant floor early in the morning as you are presenting a capital request in a boardroom later that day.
• Willingness to travel to customer sites, roughly half the time.
• You are comfortable working in a fast-growing environment where processes are still being developed, and you are expected to help shape them.

Extra credit

• Knowledge of welding is a big plus. Experience with arc welding, weld quality and inspection, AWS standards, robotic weld cells, or selling welding equipment, consumables, or automation will help you succeed faster in this role.
• Experience selling to defense or government markets is valuable. This includes working with prime contractors, shipbuilders, or understanding the programs and contracts involved.
• Having a network of VPs of Manufacturing, Directors of Operations, and Heads of Automation you can reach out to right away is a strong advantage.
• Experience working at a Series D-stage company or similar, where you helped build an enterprise sales process from the ground up, is a plus.

Why You’ll Love Working Here

• Daily free lunch to keep you fueled and connec