Enterprise Account Executive Public Sector

Celonis; Madrid; On-site; EUR 90,000 - 120,000; Full time

Benefits offered by this job

RSUs & grants

Parental leave 24w

Unlimited PTO

Hybrid work model

Learning platform access

Wellhub membership

Impact Days

Inclusion days

Job summary

Celonis is seeking an Account Executive for Public Sector (Iberia) based in Madrid to drive end‑to‑end sales across regional governments, health services, and state entities. You will leverage AI governance and modernization projects to win technical tenders and build executive alignment.

You will lead high‑impact engagements with public sector leaders, coordinate with partners, and articulate Celonis value in healthcare, citizen services, and back‑office domains.

Qualifications

• 7+ years of quota-carrying enterprise SaaS or complex software sales experience into public administrations in Spain.
• Proven mastery of Spanish public procurement procedures (LCSP, Pliegos, Acuerdos Marco, Compra Pública Innovadora).
• Established relationships with major public sector IT providers and consulting partners in Spain.
• Strong solution acumen bridging policy goals with data-driven technologies (Process Mining, Automation).
• Experience coordinating cross-functional pursuits with internal technical, legal, and executive teams.
• Native/bilingual fluency in Spanish; full professional English proficiency.

Responsibilities

• Drive New Business & Account Growth: own quota and execution across assigned public sector accounts with executive decision-makers.
• Navigate Public Procurement: lead qualification and pursuit of public contracts under LCSP, coordinating with Legal and Compliance.
• Collaborate with the Partner Ecosystem: co-sell with Tier-1 and regional partners to defend proposals and bids.
• Execute Value Selling: scope and run PoVs tailored to Healthcare, Citizen Services, and Back-Office functions.
• Lead Executive Briefings & Demand Generation: direct C-level briefings and ABM campaigns to create European references.

Skills

Quota-carrying SaaS sales

Public sector sales

Spanish procurement knowledge

Executive stakeholder engagement

Cross-functional collaboration

Bilingual Spanish/English

Job description

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.

The Team:

Our Sales – Public Sector Iberia team operates at the forefront of governmental transformation. Working in close coordination with Sales Leadership and Value Engineering, our mission is to act as the operational and governance backbone for public administrations. We are dedicated to transforming complex, siloed processes into transparent, agile, and citizen‑centric public services, leveraging Celonis' position as the pioneer and global market leader in Process Intelligence

The Role:

As an Account Executive for Public Sector (Iberia) based in Madrid, you will build upon the high-impact foundation established across regional governments (Comunidades Autónomas), public healthcare systems (Servicios de Salud), central agencies (AGE), and state-owned entities. Drawing directly from our field engagements, AI governance, and modernization projects, you will drive end-to-end sales cycles—from achieving high-level political alignment to securing technical tender awards.

The work you’ll do:

• Drive New Business & Account Growth: Own quota and execution across assigned public sector accounts by engaging directly with executive decision-makers (Consejeros, Directores Generales, etc.) to position Celonis as an institutional platform for digital sovereignty.

• Navigate Public Procurement: Lead the qualification and pursuit of public contracts under the Spanish Public Procurement Law (LCSP), ensuring tender specifications perfectly reflect our Process Intelligence value, while coordinating with internal Legal and Compliance teams.

• Collaborate with the Partner Ecosystem: Work in active co‑selling motions with Tier‑1 and regional public sector partners (e.g., Inetum, Telefónica, Minsait, NTT Data) to defend technical proposals and deliver integrated consortium bids.

• Execute Value Selling: Partner with Value Engineers to scope and execute high‑converting Proofs of Value (PoVs) tailored to Healthcare (e.g., surgical scheduling), Citizen Services (e.g., social aid pipelines), and Back‑Office functions.

• Lead Executive Briefings & Demand Generation: Lead high‑impact C‑level briefings at the Madrid Innovation Hub, collaborate on Account‑Based Marketing (ABM) campaigns across public sector forums, and elevate flagship accounts into European benchmark references.

The qualifications you need:

• 7+ years of quota-carrying enterprise SaaS or complex software sales experience, with at least 3–5 years selling directly into Spanish Public Administrations (AGE, Comunidades Autónomas, Servicios Regionales de Salud).

• Proven mastery of Spanish public procurement procedures, including LCSP, Pliegos de Prescripciones Técnicas y Cláusulas Administrativas, Acuerdos Marco, Compra Pública Innovadora, and Fondos MRR / NextGen.

• Established relationships with major public sector IT providers and consulting partners in Spain.

• Strong solution acumen with the ability to bridge high‑level policy goals (budget transparency, citizen wait‑time reduction) with data‑driven technologies (Process Mining, Task Mining, Automation/Enterprise AI).

• Experience coordinating cross‑functional pursuits involving internal technical, legal, and global executive leadership teams.

• Native/bilingual fluency in Spanish and full professional working proficiency in English.

What Celonis can offer you:

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI‑driven business operations.
• Ownership from Day 1: Every full‑time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit‑based refresh grants.
• Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
• Work‑Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
• Holistic Well‑being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
• Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
• Value‑Driven Impact: Join a mission‑led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.

About Us:

Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI‑driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry‑leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.

Get familiar with the Celonis Process Intelligence Platform by watching this video.

Celonis Inclusion Statement:

At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.

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Use of Artificial Intelligence Tools

We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions. This processing is limited to the information provided in your resume or in your candidate profile. The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations.

The tool is only used for support in parts of the job application process, including to facilitate the identification of the relevant Celonis Jobs for candidates and recruiters. All final decisions are made by hiring managers and the Celonis talent acquisition team. Hiring managers and HR specialists use this tool responsibly, are aware of the risk of potential bias, and are equipped