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New Business Account Executive - Federal

Celonis

Celonis

Sales & Business Development
Raleigh, NC, USA
Posted on Tuesday, May 21, 2024

We'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:

The New Business Account Executive forms part of our territory sales team and is responsible for driving new logo wins within the large and enterprise level business sector within the Federal industry. The territory sales team is supported by the best-in-class products, with the best sales motions, and the cooperation of other departments (Value Engineers and Business Development Representatives).

The Role:

The main goal is to land new logos and thus make a significant contribution to our strategic goal of capitalizing more market potential and expanding our market share.

The work you’ll do:

  • Hunt down and create new business opportunities within a fixed number of accounts in your allocated client patch
  • Hold an individual revenue and new logo target for closing six-figure deals within these accounts and manage the entire sales-cycle
  • Engage cross Line-of-Business at C-level and below within your target organizations
  • Understand the strategic and operational business needs of your target accounts and effectively communicate how Celonis will meet those
  • Drive the sales process, following a structured, staged, programmatic flow through prospect, initial call, qualify, pitch to close
  • In cooperation with Value Engineering or also hands-on yourself, deliver best in class use case specific pitches and demos to demonstrate the value of our solutions
  • Engage closely with partners, especially Big4, other consulting firms, and SaaS partners
  • Engage closely with your team including business development representatives, value engineers (pre-sales and customer success), partner managers, marketing managers etc.

The qualifications you need:

  • 2+ years of successful SaaS sales experience in a new business focused sales role
  • Ability to manage long and complex sales cycles with multiple stakeholders
  • Experience in selling enterprise business applications (e.g. Analytics, BI, ERP) to buyer personas in the business up to C-level (e.g. CFO, CSCO, COO, CPO)
  • Strong business acumen with a solid understanding of business processes and KPIs (e.g. in Finance, Supply Chain)
  • Understanding of the federal industry is an advantage but not a must-have
  • Experience in working with Partners, i.e. Consulting firms or Enterprise Tech providers
  • Experience in MEDDICC is a plus

What 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

Since 2011, Celonis has helped thousands of the world's largest and most valued companies deliver immediate cash impact, radically improve customer experience and reduce carbon emissions. Its Process Intelligence platform uses industry-leading process mining technology and AI to present companies with a living digital twin of their end-to-end processes. For the first time, everyone in an organisation has a common language about how the business works, visibility into where value is hidden and the ability to capture it. Celonis is headquartered in Munich (Germany) and New York (USA) and has more than 20 offices worldwide.

Join us as we make processes work for people, companies and the planet.


Celonis is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Different makes us better.

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