Enterprise Account Executive, Commercial & Defense

The role

You will find and close deals with top manufacturers across commercial and defense businesses. You will manage an enterprise territory, create account plans, and build business cases using ROI models. You will also run capture for government opportunities.

What you will do

• Manage a specific enterprise territory.
• Create and carry out account plans for large manufacturers.
• Handle the entire sales process from prospecting to signed orders.
• Build business cases using data like throughput, labor, and scrap.
• Work with a large buying committee from the shop floor to executives.
• Negotiate commercial terms including pricing and deployment milestones.
• Run capture for government opportunities by shaping requirements and building relationships.

Required qualifications

• 8+ years of enterprise B2B sales with a record of hitting quota on complex, long-cycle deals.
• Proven track record of personally managing and closing $1M+ enterprise opportunities.
• Background in capital equipment or automation.
• Experience selling the RaaS model.
• Ability to discuss topics like cycle time, fixturing, part tolerance, and throughput.
• Ability to build relationships across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership.
• Ability to translate operational challenges into financial and strategic business cases.
• Three or more years selling into defense primes, shipbuilders, or defense technology companies.
• Fluency in defense buying processes including Program offices, PEOs, IDIQ, OTA, SBIR, and STTR.
• Ability to forecast against appropriations, program milestones, and fiscal year timing.
• Working knowledge of ITAR, EAR, DFARS 252.204-7012, and NIST SP 800-171 / CMMC.
• Must be a U.S. person and able to obtain and maintain a U.S. security clearance.

Nice to have

• An active security clearance.
• Knowledge of welding including arc welding, weld quality, inspection, or AWS standards.
• Direct experience with a shipbuilding or unmanned systems program.
• A network of VPs of Manufacturing, Directors of Operations, and Heads of Automation.
• Experience working at a Series D-stage company or similar.

Benefits

• Daily free lunch
• Flexible PTO
• Comprehensive medical, dental, and vision coverage
• 6 weeks fully paid parental leave
• Additional 6–8 weeks for birthing parents (12–14 weeks total)
• 401(k) retirement plan through Empower
• Generous employee referral bonuses

Before you apply

• Must be a U.S. person and able to obtain and maintain a U.S. security clearance.
• Employment may be contingent upon successful completion of a background check.

About the company

Path Robotics is building the future of embodied intelligence through AI-driven systems. Their team works to solve big, hard problems by combining perception, reasoning, and control.