• Owning the full sales cycle for European-based accounts, primarily in DACH region • Selling into CISOs, SOC leaders, and IR teams • Shaping the playbook for growth in the UK • Collaborating with Solutions Consulting, Security Architects, and Marketing to turn pipeline into revenue • Monitoring pipeline coverage, conversion rates, deal velocity • Building a territory from the ground up • Understanding a technical product and the problems it solves

Role Description The Enterprise Platform Account Executive - APIs & Ecosystem is responsible for driving new revenue growth across EMEA by selling Nitro’s API-first platform to large enterprises and strategic partners. This role focuses on organizations that need to embed document-centric capabilities directly into their applications and workflows at scale, including PDF services, eSignature, workflow automation, and AI-powered document intelligence. The ideal candidate will operate at the intersection of enterprise transformation, developer-led buying, and ecosystem expansion. In addition to driving new customer acquisition and expansion within our existing accounts, this role plays a critical part in building Nitro’s API ecosystem by identifying and enabling ISV and technology partners who can integrate Nitro’s capabilities into their own products and platforms. What you’ll do: - Drive Enterprise API Revenue - Own the full sales cycle for API-driven opportunities, from account targeting and discovery through technical validation, commercial negotiation, and close. - Lead consultative discovery conversations to uncover document workflow challenges, integration requirements, compliance constraints, and automation opportunities. - Position Nitro’s full API-enabled product stack including PDF services, eSignature, workflow automation, and AI-driven document capabilities as modular, embeddable building blocks within enterprise architectures. - Build compelling business cases that connect API adoption to measurable outcomes such as cost reduction, process acceleration, risk mitigation, and improved customer and employee experiences. - Navigate complex buying groups including CIO, CTO, CISO, Digital Transformation leaders, Engineering, Operations, Procurement, and Legal. - Lead Technical & Platform-Led Sales Motions - Partner closely with Solution Engineers to support API evaluations, sandbox trials, proofs of concept, and architectural deep dives. - Guide customers through security reviews, compliance assessments, and integration planning required for enterprise-grade deployments. - Orchestrate multi-stakeholder opportunity cycles that may include legacy replacement, multi-year commercial structures, and global rollouts. - Maintain accurate pipeline management and forecasting across all API-led opportunities. - Develop ISV & Ecosystem Opportunities - Identify, engage, and develop ISV, SaaS, and technology partners who can embed Nitro’s APIs into their own products or platforms. - Collaborate with channel partners and internal teams to uncover ecosystem-driven use cases and new routes to market. - Support partners through technical validation and early commercial discussions in collaboration with Solutions Engineering and Product teams. - Influence Product & Strategy - Act as the voice of the customer and partner to inform product and engineering teams on roadmap priorities related to scale, performance, governance, developer experience, and AI-driven capabilities. - Provide market feedback on competitive dynamics, platform positioning, and emerging API-led use cases. Qualifications - Proven track record selling complex enterprise software or cloud platforms into large, multi-stakeholder organizations. - Experience selling API-led, platform-based, or integration-driven solutions where technical validation is a critical part of the sales process. - Strong understanding of REST APIs, authentication models, workflow orchestration, audit trails, and document lifecycle management. - Ability to translate technical concepts into clear, outcome-driven value for senior business, IT, and security stakeholders. - Demonstrated success managing long, consultative sales cycles and closing high-value, multi-year enterprise deals. - Experience collaborating cross-functionally with Solutions Engineering, Product, Customer Success, and Partners. - Strong storytelling, presentation, and executive communication skills. - Self-driven, structured, and comfortable building pipeline in a developing or evolving market motion. Preferred Experience - Background in digital document solutions, eSignature, PDF technologies, workflow automation, or developer-first platforms. - Exposure to regulated industries such as financial services, insurance, healthcare, or public sector. - Familiarity with modern developer tooling such as API gateways, SDKs, webhooks, sandbox environments, and CI/CD workflows. - Experience working with ISVs, OEMs, or embedded technology partnerships is a strong plus. Benefits - Flex Time Off for holidays, family time, or appointments. - Comprehensive benefits package including health insurance, dental and vision coverage, and wellness perks. - Pension/401k matching along with many other country-specific benefits.

• Analyze the territory/market potential and develop sales strategies to maximize revenue potential. • Achieve agreed upon sales targets and outcomes within quarterly schedule. • Evangelize UiPath's brand in the marketplace by presenting, promoting and selling our solutions by leveraging a value selling approach. • Educate customers on how our solutions can benefit them financially and professionally. • Establish, develop, and maintain positive business and customer relationships in the territory. • Develop trusted relationships with local partners and global systems integrators to cultivate new opportunities and drive successful customer implementations. • Partner with the CSM group to ensure the customers receives maximum value and expedites customer issues as they arise. • Monitor our industry competitors, new products, and market conditions to understand a customer's specific needs. • Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.

• Account management with an outcome of increased customer satisfaction and an increase in retention and account growth • Quota responsibility of $800,000+ of contract value within a territory of major client accounts • Mastery and consistent execution of Gartner’s sales methodology • Account planning and territory management • Managing forecast accuracy on a monthly/quarterly/annual basis • Maintaining competitive knowledge and focus • In-depth knowledge of Gartner’s products and services