uipath
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? YOUR MISSION As a UiPath Test Cloud Sales Specialist, you will serve as the subject matter expert and specialist seller for UiPath’s AI-powered testing platform, helping customers transform application testing through intelligent automation. In this overlay sales role, you will partner closely with Account Executives, Solution Engineers, Customer Success, and Partner teams to lead testing automation opportunities within India. You will be responsible for driving pipeline creation, advancing strategic opportunities, and positioning UiPath Test Cloud as a modern testing solution that accelerates quality, innovation velocity, and digital transformation initiatives. This role plays a critical part in UiPath’s growth strategy within the Application Testing and Quality Engineering market.
- Drive the UiPath Test Cloud sales motion across India, proactively identifying, developing, and advancing opportunities to close. - Own pipeline creation and progression for the region, while supporting AE teams in their pipeline generation efforts and opportunity progression. - Create and execute a comprehensive go-to-market strategy for each market segment, including milestones, big-bet focus areas, ownership plans, and a field marketing plan with recommended events. - Position UiPath Test Cloud as a strategic platform for modern application testing and quality engineering initiatives such as QA transformation, ERP modernization, cloud migration, DevOps acceleration, AI-driven software delivery, and enterprise application modernization. - Build trusted relationships with key stakeholders including Heads of QA, Testing CoE leaders, CIOs and CTOs, Enterprise Architects, Engineering and DevOps leaders. - Demonstrate the value of UiPath Test Cloud’s differentiated capabilities, including AI-powered testing, end-to-end enterprise testing, ERP and packaged application testing, RPA-native testing capabilities, cross-platform automation, and cloud-native scalability. - Maintain strong knowledge of the testing and QA competitive landscape in order to position UiPath’s unique value proposition effectively. - Collaborate with Sales Engineering, Product, Marketing, and Partner teams to deliver tailored demos, workshops, POVs, business cases, and technical win plans. - Develop and strengthen go-to-market strategies with system integrators, specialized testing partners, strategic alliances, and hyperscaler or platform partners as relevant to the territory. - Engage partners and GSIs in a way that positions Test Cloud as a complementary solution to their broader service offerings and helps build net-new and influenced pipeline. - Work with local leadership and specialist SE teams to run recurring enablement sessions for AEs on the Test Operating Model, commercial model, available demos, and deal qualification best practices. - Support deal reviews for big-bet testing opportunities and create post-mortems for lost deals to capture learning and action items. - Communicate customer success stories and help secure external customer references for significant wins. - Accurately manage pipeline, forecasting, account planning, and opportunity progression within SFDC - Support broader sales initiatives and contribute to the continued growth of UiPath’s testing business. HOW SUCCESS WILL BE MEASURED - Pipeline generated and pipeline-to-target coverage across the supported region. - Pipeline progression, including average opportunity age and the number of stale or “dirty” opportunities. - Number of validation events, POCs, workshops, and POVs delivered each week in alignment with the specialist SE teams. - Technical win rate and the conversion of mature opportunities into business outcomes. - Coverage across direct business, install base expansion, channel-led motion, GSI/RSI activity, and strategic partner-sourced business. - Number and quality of partner plans, partner certifications, joint opportunities, and cadence-based pipeline reviews. - Customer references, success stories, and post-mortem quality on wins and losses WHAT YOU'LL BRING TO THE TEAM - Minimum 10 years of overall experience, of which 5 years of experience in selling Automated Software Quality solutions, either directly as an AE or as a Sales Engineer, with a strong track record of growing regions and driving large deals. - Experience working with other AE teams to create and progress opportunities in a matrixed or overlay sales model. - Experience working with partners and GSIs to drive test opportunities and position test automation as a complementary solution to partner-led services. - Strong understanding of software testing methodologies, QA organizations and operating models, Agile development, DevOps practices, and CI/CD frameworks. - Proven ability to prospect, qualify, manage, and close complex enterprise opportunities using a consultative, business-value-driven approach. - Self-driven and proactive, with very good communication skills and high technical literacy, especially across QA/QE topics. - Strong presentation, negotiation, stakeholder management, and cross-functional collaboration skills. - Ability to thrive in a fast-paced, high-growth, evolving environment. - Experience in quota-carrying or specialist overlay sales roles is a plus. - Fluency in English. #LI-NC1 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 https://www.uipath.com/legal/trust-and-security/privacy-policy.