Humans of UiPath: Inside the life of a Director, Technical Account Management

Meet Umer Kalu, a six-year UiPath expert now directing Technical Account Management for UKI, who combines technical expertise with people skills to transform complex business challenges into scalable solutions. His philosophy? While ambition drives success, kindness and empathy create the foundation where both people and ideas thrive at UiPath.

Can you tell us more about yourself?

I've worked for UiPath for over six years. I've just become the head of technical account management for the UKI.

My career has always been at the intersection of technology and people, with a strong foundation in Technology Solutions and enterprise Strategy. I’ve been focusing on translating complex business needs into simple, scalable, and meaningful outcomes for some of our largest customers.

As a leader, I draw on my ESTJ personality—structured, pragmatic, and purpose-driven—to lead with both clarity and empathy. I believe in getting along by being honest and trusting each other. For me, strong relationships and shared goals aren't just values. They're the key to lasting impact. What motivates me most is helping customers feel confident and empowered at every step of their journey.

What led you to choose a career in Technical Account Management?

Stepping into Technical Account Management felt like a natural evolution. It brings together everything I’m passionate about [...] trusted partnerships, drive execution, and translate complex solutions into clear business value—something I find both intellectually fulfilling and deeply rewarding.

I’ve always gravitated toward roles that sit at the crossroads of technology, customer success, and business strategy. My background enriched by a transformative MBA journey has helped me thrive in environments where technical depth meets business impact. That's where I think the most important new ideas and connections happen.

Stepping into Technical Account Management felt like a natural evolution. It brings together everything I’m passionate about: technology leadership, cross-functional collaboration, strategic influence, and a deep focus on customer outcomes. It’s a role that allows me to build trusted partnerships, drive execution, and translate complex solutions into clear business value—something I find both intellectually fulfilling and deeply rewarding.

What attracted you to UiPath originally?

Before joining UiPath, I was leading automation solutions across Europe and the Middle East for a technology services company, Virtusa. That role gave me a chance to look at many automation technologies. UiPath was always the best. The platform combined enterprise-grade robustness with developer-friendly usability, rapid innovation cycles, and a clear vision for the future of automation. It wasn’t just keeping pace—it was setting the pace.

I watched UiPath closely for over a year. I saw how quickly it changed and how carefully it added new features. It was clear to me: this was the platform shaping the future of automation, and I wanted to be part of it.

What keeps you attracted to UiPath now?

My role has grown greatly since I joined. I started with a strong focus on intelligent document processing. Now, I’m more involved in strategic subjects like agentic automation and I try to lead AI/ML initiatives to enhance business growth in the Southeastern Europe region.

What was the most rewarding part of our journey at UiPath?

What keeps me inspired at UiPath is our constant focus on customers. I've seen how our product and support teams change quickly to meet customer needs. They always try to give more value, faster. Working on real-world problems and making a difference isn't just part of our job. It's the main thing we do.

I’m also constantly energized by our relentless focus on innovation—leveraging AI, Agents, and automation to create solutions that are not just relevant today but built for the future.

Solving real-world challenges and driving meaningful outcomes isn’t just part of the job—it’s at the heart of everything we do.

The culture we've created is also inspiring. It's based on respect, trust, and empowerment. Here, people work together and are honest. They're the foundation that helps both people and ideas grow.

How has your role evolved since you joined UiPath?

It's been a fast, rewarding journey. I still feel excited every day. I started working at UiPath as a Customer Success Manager. I quickly moved to the Technical Account Management (TAM) team when the function was first started. Since then, I’ve progressed through the roles of Senior and Principal TAM and now serve as Director for the function.

In the early days, the role was deeply hands-on. As the TAM function matured, so did my duties. Today, my focus extends well beyond individual accounts—I now have the privilege of coaching and empowering TAMs across the UKI region, driving strategic initiatives, and helping define what excellence looks like for our team.

What’s made this evolution especially meaningful is the shift in impact: from influencing customer outcomes at a tactical level to shaping the overall customer experience across regions and industries.

What was the most rewarding part of your journey at UiPath?

There’s nothing more fulfilling than seeing customers succeed through the strategic guidance and partnership we provide. Recently, I had the opportunity to lead a large-scale migration of over 220,000 users to Automation Cloud for one of our enterprise clients—an effort that required deep coordination and precision. I also helped manage and improve a program that used 1,300+ Unattended Robots to process over 75 million transactions. This program was a success and helped the company grow."

I was honored to get the "TAM of the Year" award for these efforts. This award shows not just how hard I worked, but also how important it is for our teams and our customers to work together, trust each other, and share success.

What advice would you give to someone considering a role in TAM at UiPath?

You’ll wear many hats—technologist, program manager, business partner—and no two days will look the same. If you thrive in high-impact environments, enjoy solving complex challenges, and are eager to learn and grow fast, there’s truly no better place to build a meaningful, future-facing career.

I really think that UiPath TAM function is a place for the next generation of CIOs, CTOs, and CAIOs. The role is a unique blend of strategic exposure, deep technical engagement, and cross-functional leadership.

As a TAM, you have the best tools, training, and support. You also work with some of the best automation tools in the industry. But more than that, you become a strategic thinker, a trusted advisor, and a problem-solver who’s embedded at the heart of customer success.

You’ll wear many hats [...] I really believe that UiPath TAM function is a breeding ground for the next generation of CIOs, CTOs, and CAIOs. [...] As a TAM, you’re equipped with world-class tools, training, and support—and you work alongside some of the most advanced automation technologies in the industry.

What advice would you give to someone considering a career at UiPath?

Ambition is important—but so is kindness, empathy, and the ability to lift others up.

If you’re considering a career here, my biggest piece of advice is to be real. UiPath is a place for people who are driven, curious, and committed to growing. Show what really inspires you and show how you fit with our main values—being bold, fast, involved, and humble.

Come in with a mindset of ownership, a willingness to learn fast, and a desire to make an impact from day one. This is an environment that rewards initiative, but also deeply values collaboration. Ambition is important—but so are kindness, empathy, and the ability to lift others up. Here, great work happens when smart people work together with a heart.

How do you maintain a work-life balance in a busy environment?

Work-life balance is a constant journey. I approach it with purpose and care. At this stage in life, being a present and engaged father to my two children and a supportive husband are priorities that sit at the heart of what matters most to me.

Balancing these personal commitments with the dynamic pace of work isn’t always easy, but I’ve learned that it’s entirely possible with focus and intentionality.

Over time, I've learned to be careful with my time, set healthy limits, and stay true to my main values. What makes this balance work and feel real is being part of a culture at UiPath that respects and supports it. There’s a deep level of trust and flexibility here that empowers me to show up fully, not only in my role, but also in the moments that matter most at home.

What is your favorite benefit or perk at UiPath?

I love UiPath events, whether they're for my team or for the whole world. They go beyond just talking to people. They have a special energy, sense of fun, and spirit of togetherness that makes you feel truly connected to something special. Whether you’re meeting new faces or reconnecting with familiar ones, every event leaves you inspired, recharged, and proud to be part of this incredible community.

If Umer's journey resonates with you, explore career opportunities at UiPath. Be part of a team where innovation meets impact, and where your contributions can shape the future of work.