Account Executive - Federal

LemClosers; Northern (KY); Remote; USD 70,000 - 120,000; Full time

Job summary

Celonis is seeking an Account Executive for the US Public Sector to drive new business sales, expanding market presence with top-tier SaaS solutions. You will engage with executives, develop opportunities, and collaborate with cross-functional teams to win strategic deals.

The role is remote, with a focus on building a national footprint and leveraging a recurring revenue model to grow quota attainment.

Qualifications

• Bachelor's Degree required.

Responsibilities

• Discover and cultivate new business opportunities within a designated set of accounts in your portfolio.
• Establish and strengthen connections with executives and decision-makers to understand their needs.
• Articulate how Celonis can address strategic and operational requirements for target accounts.

Education

Bachelor's Degree

Job description

# Account Executive - FederalCelonisFlexible / RemoteRemoteExternalSaaSBase + CommissionSee your match scorePosted 1 week agoJob TypeExternalWork TypeRemoteVerticalSaaSSourcethemuse## About this roleCelonis 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: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 Role: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.Keyresponsibilities include#### The work you’ll do: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 operationalrequirements of your target accounts and proficiently articulate how Celonis can address them.### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryNamed AccountsPre-assigned list of target companies### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## TagsSales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with Celonis, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.Remote positions in sales offer flexibility but require strong self-discipline and proactive communication with distributed teams.