Account Executive - Public Sector

The Team

The Account Executive, a pivotal member of our enterprise sales team, is dedicated to driving growth by acquiring new clients across the region. This role is solely focused on expanding our footprint in the U.S Public Sector. Leveraging top‑tier products and effective sales strategies, the Account Executive collaborates closely with Value Engineers, Business Development Representatives, and other cross‑functional teams to identify and capture high‑value new business opportunities.

The primary objective is to build and expand market presence by capitalizing on untapped opportunities in the region. As an Account Executive specializing in new business sales, this role is integral to our strategy for expanding market share through targeted client acquisitions.

• Discover and cultivate new business opportunities within a designated set of accounts within your assigned client portfolio.
• Establish and strengthen connections across various levels of the organization, engaging with executives and decision‑makers to understand their needs.
• Comprehend the strategic and operational requirements of your target accounts and proficiently articulate how Celonis can address them.
• Guide the sales journey, adhering to a structured approach through prospecting, initial contact, qualification, client engagement, needs analysis, solution proposal, and ultimately closing deals.
• Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, showcasing the value of our solutions.
• Forge strong partnerships, particularly with leading consulting firms, SaaS partners, and the Big
  4.
• Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

• 8+ years of demonstrated success in Software as a Service (SaaS) sales, particularly in roles focused on both expanding existing business opportunities and cultivating new business opportunities.
• 5 years of experience selling into federal government.
• Proven ability to navigate complex sales cycles involving multiple decision‑makers.
• Track record of selling enterprise‑level software applications to C‑level stakeholders.
• Strong business acumen with a solid understanding of business processes and KPIs (e.g. in Finance, Supply Chain).
• Experience collaborating with partners, such as consulting firms or providers of enterprise technology solutions.

Visa sponsorship is not offered for this role.

Base salary range for this role in Washington, D.C.: $130,000 — $153,000 USD
.

Total compensation package will include base salary, bonus/commission, equity, and benefits (health, dental, life, 401(k), and paid time off). The base salary range is a guideline; the actual offer will be determined based on qualifications, skills, experience, and location.

• Pioneer Innovation:
  Work with the leading, award‑winning process mining technology, shaping the future of business.
• Accelerate Your Growth:
  Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities.
• Exceptional Benefits:
  Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and more.
• Well‑being:
  Access to resources such as gym subsidies, counseling, and well‑being programs.
• Community & Inclusion:
  Find community and support through dedicated inclusion and belonging programs.
• Impact:
  Be part of a company driven by values such as Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
• Global
  
  Collaboration:
  
  Join a dynamic, international team of talented individuals.
• Empowered Environment:
  Contribute your ideas in an open culture with autonomous teams.

Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry‑leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It…