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VP, Sales - Regulated Industries

Celonis

Celonis

Sales & Business Development
New York, NY, USA
Posted on Saturday, May 25, 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.

VP, Sales - Regulated Industries

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 Role:

The Vice President, Sales for Regulated Industries will lead the growth and execution of Celonis’ North American Regulated Industries, including Life Sciences, Healthcare and CPG/Retail, fueling Celonis’ revenue growth as it scales to $1B. The VP, Sales will be responsible for meeting and exceeding sales and revenue targets, with responsibility for all new business and account expansion. Our ideal candidate will be an exceptional leader and coach, with proven experience building high performance sales teams

The Work You’ll Do:

  • Develop and implement revenue growth strategies
  • Lead a high performance revenue organization with direct leadership of field sales and close cooperation with the regional Value Engineering and Services teams
  • Build and develop a team of top talent and deliver productivity that consistently exceeds standards and objectives
  • Full ownership of revenue target. Drive revenue growth through a combination strategic account planning, cross selling new products/use cases to existing customers and targeted new customers including G2K
  • Working with our value engineering team to drive adoption and reduce/eliminate customer churn
  • Build a solid operating cadence and team/individual focus around the pipeline, forecasting, deal review, sales execution, deployment, and revenue realization
  • Leverage our successful playbooks and enhance the vertical approach
  • Identify and recruit top talent providing career development and performance management so that at least 75% exceed quota and we experience no more than 10% regrettable attrition
  • Lead initiatives to continually improve the skills of your team through proactive efforts with our Talent and Sales Enablement Teams
  • Provide transparent and consistent management input on the status of the business, forecasts, results, and quality of our combined execution.

The qualifications you need:

Our ideal candidate is a dynamic, proactive team player who has deep vertical experience and can work hands-on alongside their front line team along the GTM value delivery.

  • Demonstrated progressive second line leadership experience leading teams in strategic sales. Multiple repeatable proof points of recruiting, hiring, developing, and retaining leaders and individual contributors that make-up a high performing enterprise sales organization.
  • Experience leading in Life Sciences or Healthcare vertical
  • 10-15 years leading a sales organization in high tech/SaaS
  • Deep experience selling into accounts in core industries.
  • Demonstrated progressive and consistent overachievements of a $50m+ ACV annual quota
  • Demonstrated progressive experience in complex software sales and scaling revenue in new markets
  • Proven track record of working closely with the channel for growth leverage.
  • Proven success partnering with Marketing, Channel, Alliances, Product, and Engineering peers.
  • Demonstration of high levels of integrity, initiative, honesty and leadership
  • Ability to pivot and lead through ambiguity
  • Humble, hungry and smart
  • Polished presentation skills
  • Solid technical and commercial skills with an ability to operate independently when necessary.
  • Cultural awareness to assess situations where language, culture and or demographics impact the environment.
  • Ability to handle a fast-paced environment and ambitious workload
  • You share our values, and work in accordance with those values.

What Celonis can offer you:

  • The unique opportunity to work with industry-leading process mining technology
  • Great compensation and benefits packages (equity (restricted stock units), life insurance, unlimited 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

Visa sponsorship is 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 New York, based on a Full Time Schedule.
$176,500$212,500 USD

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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