Account Executive - SLED

The role

This role drives new business acquisition and expands existing relationships within state, local government agencies and educational institutions. The Account Executive will manage the full sales cycle and develop strategic account plans to meet sales quotas.

What you will do

• Achieve and exceed quarterly and annual sales quotas for new business and expansion revenue
• Develop and execute strategic account plans
• Manage full sales cycle from prospecting through contract negotiation and closure
• Build and maintain a robust pipeline of qualified opportunities
• Establish and nurture C-level and executive relationships
• Act as a trusted advisor to customers
• Collaborate with customer success teams
• Develop understanding of SLED market dynamics, procurement processes, and compliance requirements
• Identify and pursue strategic opportunities within assigned territory
• Represent UiPath at industry events, conferences, and customer meetings

Required qualifications

• 5+ years of successful enterprise software sales experience
• At least 2+ years selling to SLED 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 SLED 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

Nice to have

• MBA or advanced degree
• Experience selling automation, AI, or digital transformation solutions
• Existing relationships within SLED organizations in assigned territory
• 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.)

About the company

UiPath believes in the transformative power of automation to change how the world works. They are committed to creating category-leading enterprise software.