Senior Account Executive

Summary

Join Celonis, a global leader in Process Mining technology, as a Senior Account Executive - Land to drive new logo acquisition within enterprise accounts in the Aerospace & Defense sector. This role involves managing the entire sales process, from prospecting to closing six-figure deals, and engaging with C-level executives and key decision-makers. You will develop tailored solutions, showcase Celonis' value proposition, and collaborate with partners and internal teams. The ideal candidate possesses proven SaaS sales experience, expertise in complex sales cycles, and strong communication and collaboration skills. Celonis offers a competitive compensation package including base salary, bonus/commission, equity, and benefits.

Requirements

• Proven SaaS Sales Experience: A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets
• Expertise in Complex Sales: Experience managing long, multi-stakeholder sales cycles within large enterprise accounts
• Industry Knowledge: Familiarity with enterprise business applications such as Analytics, BI, or ERP, with the ability to engage with C-level executives (e.g., CFO, COO, CSCO, CPO)
• Business Acumen: A solid understanding of business processes and key performance indicators across functions like Finance and Supply Chain
• Vertical Experience: Experience or knowledge selling to (vertical) industries
• Strong Communication Skills: Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision-makers
• Collaborative Mindset: A team-oriented approach, leveraging internal and external resources to achieve shared goals

Responsibilities

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos
• Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals
• Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers
• Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges
• Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions
• Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects
• Leverage Team Support: Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success

Benefits

• Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off)
• Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more
• Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs