Account Executive, Land and Expand - Federal/Civilian

Company: Celonis SE
Location: Washington
Posted on: February 11, 2025

Job Description:

Account Executive, Land and Expand - Federal/CivilianRemote, US, Washington DCWe're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.The Team:We're seeking a dynamic Account Executive - Land to join our North America Enterprise Sales Team. This role focuses on driving new logo acquisition within enterprise accounts in the Federal Government sector. Reporting to the Federal Sales Director, you'll have the opportunity to work with world-class products, proven sales strategies, and a collaborative network of value engineers and business development representatives.The Role:The primary goal is to land new logos and contribute significantly to our strategic objective of capitalizing on market potential and expanding market share across enterprise accounts in North America.The work you'll do:

• 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.The qualifications you need:
  • 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.Visa sponsorship not offered for this role.The base salary range below is for the role in the specified location, based on a Full Time Schedule.Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.The base salary range below is for the role in Washington, D.C. based on a Full Time Schedule.$128,500 - $160,000 USDWhat Celonis Can Offer You:
    • The unique opportunity to work with industry-leading process mining technology.
    • Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more).
    • Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more).
    • Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more).
    • A global and growing team of Celonauts from diverse backgrounds to learn from and work with.
    • An open-minded culture with innovative, autonomous teams.
    • Business Resource Groups to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more).
    • A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.About Us:Celonis helps some of the world's largest and most esteemed brands make processes work for people, companies and the planet. With over 5,000 enterprise customer deployments across nearly every industry, the Celonis Process Intelligence Platform uses process mining and AI to give you a living digital twin of your business operation. It's system-agnostic and without bias, and empowers companies to reduce waste, create value and benefit people across the top, bottom, and green lines. Since 2011, the Celonis platform has enabled its customers to identify more than $18 billion in value. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.Equal Opportunity at Celonis:Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment and equal opportunity in all aspects of employment. We will not tolerate any unlawful discrimination or harassment of any kind. We make all employment decisions without regard to race/ethnicity, color, sex, pregnancy, age, sexual orientation, gender identity or expression, transgender status, national origin, citizenship status, religion, physical or mental disability, veteran status, or any other factor protected by applicable anti-discrimination laws. As a US federal contractor, we are committed to the principles of affirmative action in accordance with applicable laws and regulations.
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Keywords: Celonis SE, Washington DC , Account Executive, Land and Expand - Federal/Civilian, Accounting, Auditing , Washington, DC