Job Description
The Sales Director at Celonis leads revenue growth within existing enterprise accounts by managing a sales team, developing strategic relationships, coaching deal execution, and driving enterprise sales in key industries, while collaborating with internal teams and partners to maximize value and expansion opportunities.
Key Responsibilities
- Manage and develop a sales team to expand relationships with existing enterprise accounts in targeted industries.
- Coach account executives on deal mechanics, negotiation strategies, and value-based selling methodologies.
- Collaborate with strategic partners to co-sell, shape deal structures, and access C-suite stakeholders.
- Act as primary executive sponsor for key accounts, engaging with C-level stakeholders to validate business cases and shape partnerships.
- Work with Value Engineering and Customer Success teams to demonstrate ROI and ensure renewal driven by proven value.
- Lead the structuring of complex, non-standard commercial agreements aligned with customer and company goals.
- Translate industry strategies into actionable territory plans to identify immediate sales opportunities.
- Ensure accurate sales forecasting through data-driven pipeline validation.
- Contribute to regional go-to-market strategies, long-term planning, and resource allocation as part of the management team.
- Negotiate and close large-scale enterprise software deals, managing complex procurement processes and multi-stakeholder negotiations.
Requirements
- Proven experience operating at a leadership level as a member of the Management Team (MT), contributing to annual operating plans, territory blueprinting, and resource allocation strategies that drive holistic regional performance.
- Mastery of value-based selling frameworks, with a proven ability to teach teams how to build, present, and defend CFO-ready business cases, ROI, and TCO models.
- A strong track record of operationalizing partner networks, including mobilizing consulting partners to build the business case, validate ROI, and expand deal footprints through ecosystem co-selling expertise.
- Functional understanding of core enterprise processes such as Supply Chain, Procurement, and Finance within target verticals including Chemicals, Public Sector, and Retail, enabling effective communication in the customer’s operational language.
- Demonstrated success in negotiating and closing 7-figure enterprise software deals, including experience with intricate procurement cycles, legal redlining, and multi-stakeholder consensus building.
- Willingness to adopt a hands-on, player-coach mentality, being comfortable leading client whiteboarding sessions and presenting quarterly business reviews to executive leadership.
- Proven experience in strategic expansion within existing enterprise accounts, navigating political landscapes to bridge gaps between IT, Finance, and Operations to unlock new revenue streams.
- Deep expertise in successfully driving an enterprise sales organization and delivering against targets.
- Deep expertise in managing and developing a team of approximately 5 Account Executives in Benelux, focusing on industries such as CPG, Retail, Public Sector, and Chemicals.
- Ability to effectively collaborate with internal stakeholders across direct and indirect sales, Value Engineering, Business Development, and Services teams.
- Experience in coaching teams on deal mechanics, negotiation strategies, and value-based selling methodologies such as MEDDPICC to increase win rates and deal sizes.
- Experience in shaping complex commercial agreements that go beyond licensing to transformational enterprise agreements aligned with customer fiscal goals and Celonis expansion targets.
- Ability to translate high-level industry strategies into actionable territory plans, identifying specific process inefficiencies (e.g., O2C, P2P) that trigger immediate sales opportunities.
- Championing a No AI without Process Intelligence discipline in forecasting, utilizing data-driven inspection to validate pipeline health rather than relying on gut-feel reporting.
Benefits & Perks
compensation/salary range (not specified)
hybrid working options
company equity RSUs
generous PTO
extensive parental leave
dedicated volunteer days
access to resources such as gym subsidies, counseling, and well-being programs
internal mobility and mentorship opportunities
comprehensive benefits
Ready to Apply?
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