Account Executive - Federal

Celonis; United States; Hybrid; USD 163,000 - 193,000; Full time

Benefits offered by this job

RSUs

Merit-based refresh grants

Unlimited PTO

Hybrid work model

Wellbeing programs

Impact Days

Job summary

Celonis is seeking an Account Executive focused on new business in the U.S. Public Sector to drive growth and expand market presence.

You will engage with executives, lead complex sales cycles, and tailor demonstrations to use cases, collaborating with Value Engineers and cross-functional teams to close deals. The role requires 8+ years of SaaS sales, including federal government experience, and a proven ability to sell enterprise software to C-level stakeholders.

Qualifications

• 8+ years of SaaS sales experience, including new business and expansion.
• 5+ years of selling into the federal government.
• Proven ability to navigate complex multi-decision-maker sales cycles.
• Track record selling enterprise software to C-level stakeholders.
• Strong business acumen with KPIs understanding (e.g., Finance, Supply Chain).
• Experience collaborating with partners such as consulting firms or enterprise technology providers.

Responsibilities

• Discover and cultivate new business opportunities within designated accounts in the US Public Sector.
• Engage with executives and decision-makers to understand needs and articulate how Celonis can address them.
• Guide the sales journey from prospecting to qualification, client engagement, needs analysis, proposal, and closing deals.
• Demonstrate value through tailored presentations and demos for use cases.
• Forge strong partnerships with consulting firms, SaaS partners, and Big4 firms.
• Collaborate with cross-functional teams including BDRs, value engineers, partner managers, and marketing to ensure success.

Skills

SaaS sales

Federal government sales

Enterprise software

Executive engagement

Complex sales cycles

Partnership collaboration

Tools

CRM (Salesforce)

Job description

the company is the trusted platform to industrialize Enterprise AI. At our core is the the company 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 the company 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. Key responsibilities 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 operational requirements of your target accounts and proficiently articulate how the company 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 Big4.
• Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

The qualifications you need:

• 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.

This role will be expected to spend the majority of their time in the field meeting with clients.

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 Washington, D.C. based on a Full Time Schedule. $163,000-$193,000 USD

What the company 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:

the company is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The the company Platform is powered by the the company 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 the company and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. the company is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.

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

the company Inclusion Statement:

At the company, 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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