Enterprise AE - Associate (Retail, Service, (Onsite) at UiPath

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Job Description

Life at UiPath

The people at UiPath believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power.

To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about UiPath, and about our larger purpose.

Could that be you?

ポジション概要

UiPathのEnterprise Sales Executiveとして、大手企業を中心とする顧客に対し、業務自動化・AI・ソフトウェアプラットフォームの価値を提案し、顧客のビジネス課題の解決と事業成果の実現を支援します。

本ポジションでは、製品の機能を説明するだけではなく、顧客との打ち合わせごとに明確なゴールとアジェンダを設計し、必要な準備を行ったうえで、次のステップへ着実に進める力が求められます。

顧客の複数部門・複数階層の関係者、Sales Engineer、Customer Success、Partner、Globalチームなどを巻き込みながら、案件を前に進めていくハイタッチセールスです。

主な業務内容

アカウント戦略と営業計画

· 担当テリトリー・市場・顧客企業の情報を分析し、アカウント戦略を策定

· 顧客の事業課題、組織構造、投資計画、既存プロセスなどを調査し、営業仮説を構築

· 新規案件、既存顧客での拡張機会、社内外の紹介機会を特定

· パイプラインと案件の進捗を管理し、四半期目標の達成に向けて営業活動を計画

ハイタッチセールスの実行

· 顧客との打ち合わせごとに、目的・ゴール・アジェンダを設計

· 商談前に必要な情報や関係者を整理し、顧客が次の意思決定を行えるよう準備

· Discoveryを通じて、顧客が抱える業務上・経営上の課題を明確化

· 各打ち合わせの最後にNext Step、担当者、期限を合意し、案件を継続的に前進

· 顧客内の複数部門・複数階層の関係者と信頼関係を構築

· C-level、経営層、業務部門、IT部門、業務改善・自動化部門などに対して価値を説明

価値提案と案件推進

· 製品の機能説明ではなく、業務効率、コスト、品質、リスク、成長などのビジネス価値を提案

· Financial Buyerに対して、ビジネスケースや投資対効果を踏まえた提案を実施

· 顧客の課題に応じて、Sales Engineerと提案内容・デモ・技術検証を設計

· 案件上の課題や社内外の障害を特定し、関係者を巻き込みながら解決

· 契約・導入に向けた顧客内の意思決定プロセスを整理し、合意形成を支援

社内外との連携

· Sales Engineer、Customer Success、Professional Services、Marketingなどとの協働

· ローカルパートナー、Global Systems Integrator、その他の外部パートナーとの協業

· Customer Successチームと連携し、導入後の価値実現と顧客課題の解決を支援

· 顧客ニーズ、競合状況、市場動向、案件リスクを社内へ共有

· CRMに案件情報を正確に記録し、営業Forecastやレポートに反映

このポジションで特に重視すること

· Meeting Planning：顧客との打ち合わせのゴールとアジェンダを自ら設計できること

· Next Step Creation：会話を終わらせず、顧客が取るべき次の行動まで具体化できること

· Account Planning：顧客の組織・課題・意思決定構造を理解し、計画的に案件を進められること

· Autonomy：細かい指示を待つのではなく、自分で仮説を立て、準備し、行動できること

· Value Selling：機能ではなく、顧客のビジネス成果や投資対効果を軸に提案できること

応募資格

必須要件

· 外資系企業での法人営業経験

· 外資系IT企業、SaaS、ソフトウェア、ITサービスなどにおけるハイタッチセールス経験

· 顧客との打ち合わせを設計し、ゴール・アジェンダ・Next Stepを自ら設定して案件を進めた経験

· 顧客の複数部門・複数階層の関係者を巻き込み、社内外の関係者と協働した経験

· 顧客や案件の情報をもとに、営業計画・アカウントプランを考えて行動できること

· 製品の機能説明にとどまらず、顧客課題やビジネス価値を踏まえて提案できること

· 法人営業経験3〜5年以上を目安としますが、経験・実績・ポテンシャルを総合的に判断します

歓迎要件

· Enterprise Sales、Strategic Account Sales、Large Account Salesの経験

· Commercial Sales、Mid-Market Sales、SMB Salesで複雑な案件を担当した経験

· 流通、小売、サービス業界の顧客を担当した経験

· SaaS、ソフトウェア、業務アプリケーション、プラットフォーム製品の営業経験

· Hardware、Security、Cloud、ITインフラなどの営業経験

· C-levelや経営層、Financial Buyerへの提案経験

· Partner、SIer、Global Systems Integratorとの協業経験

· SalesforceなどのCRMを活用した案件・Forecast管理経験

· 英語を使用した社内コミュニケーションやGlobalチームとの協業経験

※流通・サービス業界の経験は歓迎しますが、必須ではありません。Commercial Salesの経験者も検討します。

※英語力は歓迎しますが、必須ではありません。

Maybe you don’t tick all the boxes above—but still think you’d be great for the job? Go ahead, apply anyway. Please. Because we know that experience comes in all shapes and sizes—and passion can’t be learned.

Many of our roles allow for flexibility in when and where work gets done. Depending on the needs of the business and the role, the number of hybrid, office-based, and remote workers will vary from team to team. Applications are assessed on a rolling basis and there is no fixed deadline for this requisition. The application window may change depending on the volume of applications received or may close immediately if a qualified candidate is selected.

We value a range of diverse backgrounds, experiences and ideas. We pride ourselves on our diversity and inclusive workplace that provides equal opportunities to all persons regardless of age, race, color, religion, sex, sexual orientation, gender identity, and expression, national origin, disability, neurodiversity, military and/or veteran status, or any other protected classes. Additionally, UiPath provides reasonable accommodations for candidates on request and respects applicants' privacy rights. To review these and other legal disclosures, visit our privacy policy.

Benefits & Perks

Health & Wellness

Health Insurance

UiPath provides medical insurance to employees, and 94% of employees report being satisfied with the overall benefits package.

Dental Insurance

Dental coverage is offered alongside medical and vision insurance. Employees in EMEA report that private dental is not part of the package in that region.

Vision Insurance

Vision insurance covering eye care is included in the UiPath benefits package.

Life Insurance

UiPath provides life insurance along with accidental death and dismemberment (AD&D) coverage.

Disability Insurance

Disability insurance is employer-covered, so employees pay no premium for income protection.

Pet Insurance

Pet insurance is available as part of the UiPath insurance benefit lineup.

Health Savings Account (HSA)

Employees can use a health savings account to set aside pre-tax money for medical costs that rolls over year to year.

Flexible Spending Account (FSA)

A flexible spending account lets employees pay for healthcare costs with pre-tax dollars.

Employee Assistance Program

A confidential employee assistance program gives employees access to mental health support and legal guidance.

Fitness Stipend

UiPath's Lifestyle Spending Account lets employees put company funds toward the health and wellness options they choose, including gym memberships and fitness equipment.

Wellness Programs

UiPath runs wellbeing programs open to all employees, including a Lifestyle Spending Account for health and wellness expenses, full premium access to Headspace, and mental health support through Modern Health. Quarterly Wellbeing Wednesday sessions cover mental and physical health topics.

Financial

401(k) / Retirement Plan

UiPath offers a 401(k) with traditional and Roth options plus mega backdoor Roth conversions, and runs equivalent retirement plans for employees outside the US.

401(k) Match

UiPath matches employee contributions to the 401(k) plan.

Equity / RSUs

UiPath grants restricted stock units under its 2021 Equity Incentive Plan. RSUs generally vest over three to four years of continued service.

Employee Stock Purchase Plan

Time Off

Unlimited PTO

UiPath offers unlimited paid time off with no set cap on vacation days, and employees name it among the benefits they value most.

Sick Days

Sick time is tracked separately from vacation, so illness does not draw down time-off allowances.

Flexible Schedule

Employees work flexible hours within their team's structure. Hybrid roles carry a floor of two onsite days a week, so flexibility operates around that requirement rather than replacing it.

Remote & Equipment

Company Equipment

UiPath provides a custom work station setup and company phones.

Meal Stipend

UiPath provides a catered meal benefit available to employees across the company. Meals are served in offices, so remote employees do not receive an equivalent.

Family & Care

Parental Leave

UiPath provides parental leave and supports employees returning from it with coaching through Modern Health. A Parents and Care-Takers employee community offers ongoing peer support to parents and caregivers.

Professional Growth

Learning & Development Budget

UiPath funds job training and professional development, and gives employees access to UiPath Academy, the Academic Alliance, and its certification and digital-credential programs.

Conference Attendance

UiPath funds employee attendance at industry conferences as part of its training program.

Certification Support

Employees can earn UiPath certifications and digital credentials through UiPath Academy at no cost.

Culture & Perks

Employee Resource Groups

UiPath runs employee resource groups it calls People Unity Councils, including Women in Automation, Pride, Veterans, Neurodiversity, Parents and Caretakers, HOLA, Asian at UiPath, and Empowered. Learning Circles and Cultural Forums give employees structured venues for cross-community discussion.

Free Snacks & Drinks

UiPath offices provide free snacks and drinks. This is an office perk — remote employees do not receive an equivalent.

Charity Matching

UiPath is a Pledge 1% signatory and runs the UiPath Foundation as its corporate giving vehicle.

Frequently Asked Questions

Is UiPath a remote company or a hybrid one?

It is best described as a structured hybrid employer. UiPath's careers page says roles are hybrid, remote, or office-based, and defines hybrid as working onsite a minimum of two days a week depending on team needs. That two-day minimum is a requirement, not a preference, so hybrid roles are not a work-from-anywhere arrangement.

Which UiPath roles are actually fully remote?

A minority of them. Of the 117 roles open at the time this profile was written, 32 were remote, 76 were on-site, and 9 were hybrid. Remote-tagged openings skewed toward sales and customer-facing roles in markets without a nearby office, for example an Associate Sales Representative in Taipei and a public-sector Customer Success Manager based remotely in Maryland. Each posting carries its own workplace type, so read that field on the specific job rather than assuming from the department.

Where does UiPath hire?

Widely. Open roles at the time of this profile spanned 21 countries, led by the United States, Romania, India, the United Kingdom, Australia, and Japan, with single openings in places like Indonesia, South Africa, Brazil, Mexico, and Spain. The largest employee populations are in the United States, Romania, and India, and Bucharest and Bengaluru are the two biggest single concentrations outside the US. UiPath declares 19 offices, including Amsterdam, Atlanta, Austin, Bengaluru, Bucharest, Dubai, Houston, London, Munich, New York, Paris, San Jose, Sao Paulo, Seattle, Singapore, Tokyo, Toronto, and Tysons Corner.

Does UiPath publish salary ranges?

Only on some postings. Its job board shows pay on a subset of roles, for example a Business Development Representative in Austin at $52K to $70K plus commission, a Director of Product Management in Bellevue at $230K to $270K plus equity and bonus, and an Enterprise Account Executive in Milan at 153,800 to 230,650 euros. Roughly two in five US postings show nothing at all. UiPath does not publish a compensation philosophy or pay bands, so if the range is not on the listing, you will need to ask for it early in the process.

What benefits does UiPath offer?

The company's own benefits language highlights equity for every employee, unlimited PTO, medical, dental and vision coverage, employer-covered disability insurance, an employee assistance program covering mental health and legal support, retirement plans with a company match, paid family leave for all parents, and flexible working hours. Two caveats worth knowing: the careers site publishes no specific figures for PTO days, retirement match percentage, or parental leave length, and the /benefits URL redirects to the homepage rather than to a real benefits page. Office perks such as free meals and on-site fitness apply where there is an office to use them.

What is the culture like and what do they look for?

UiPath publishes four values with concrete sub-tenets rather than slogans. Humble means keeping an open mind, cultivating kindness, being a team player, and checking your ego. Bold means speaking up, acting with courage, making decisions, and thinking big. Immersed means diving deep, being passionate, owning what you do, and being customer centric. Fast means practicing agility, prioritizing simplicity, driving results, and being proactive. Expect those four to shape how interviewers frame questions. The company does not publish an interview-process breakdown, so ask about stages and timelines directly.