Account Executive - Federal

Celonis; Washington (District of Columbia); On-site; USD 163,000 - 193,000; Full time

Benefits offered by this job

RSUs

Paid parental leave (24 weeks)

Unlimited PTO

Hybrid work model

Learning & development platform

Wellbeing programs

Job summary

Celonis is a global leader in Process Intelligence and the pioneer of Process Mining. The Account Executive will drive new business in the U.S. Public Sector, engaging with C-level stakeholders and guiding complex sales cycles from prospecting to close.

You will partner with Value Engineers and cross-functional teams to tailor demonstrations and proposals, build relationships with consulting firms and partners, and contribute to Celonis' growth in a fast-paced, inclusive environment.

Qualifications

• 8+ years of SaaS sales experience with expansion and new business opportunities.
• 5 years of experience selling into the federal government.
• Proven ability to navigate complex sales cycles with multiple decision-makers.
• Track record selling enterprise software to C-level stakeholders.
• Strong business acumen with knowledge of KPIs across Finance, Supply Chain.
• Experience partnering with consulting firms or enterprise tech providers.

Responsibilities

• Discover and cultivate new business opportunities within assigned accounts.
• Engage executives and decision-makers to understand needs and articulate Celonis value.
• Guide the sales journey from prospecting to qualification, engagement, and closing deals.
• Lead or collaborate on presentations and demos tailored to use cases.
• Build partnerships with consulting firms, SaaS partners, and Big4 when possible.
• Coordinate with cross-functional teams to ensure seamless execution and success.
• Work with a virtual team to maximize outcomes across accounts.

Skills

SaaS sales

Federal government sales

Complex sales cycles

C-level relationships

KPIs & business acumen

Partner collaboration

Job description

Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world’s fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what’s possible. We invest heavily in advanced AI capabilities—specifically our Process Intelligence Graph—to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. 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

• Discover and cultivate new business opportunities within a designated set of accounts in your assigned client portfolio.
• Establish and strengthen connections across various levels of an organization, engaging with executives and decision‑makers to understand their needs.
• Comprehend the strategic and operational requirements of 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 Big4.
• Work closely with a virtual team—including business development representatives, value engineers, partner managers, and marketing specialists—to ensure seamless collaboration and success.

Qualifications You Need

• 8+ years of demonstrated success in Software as a Service (SaaS) sales, particularly in roles focused on 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., 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: $163,000 – $193,000 USD (Washington, D.C.). The total compensation package includes base salary, bonus/commission, equity, and benefits (health, dental, life, 401(k), and paid time off).

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 an 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, along with a flexible hybrid work model that balances remote focus with office collaboration.
• Continuous Growth: Elevate your skills through our 70‑20‑10 learning framework, mentorship programs, and a dedicated learning platform.
• Holistic Well‑being: Prioritize your health with subsidized Wellhub memberships, mental‑health counseling, and dedicated "Wellness Weeks" to promote work‑life balance.
• Drive Sustainability: Participate in annual Impact Days, receiving paid time off to volunteer for community and environmental causes.
• Global Inclusion & Belonging: Join community initiatives such as our Inclusion Think Tank and annual Inclusion Days, ensuring every voice is heard.
• Value‑Driven Impact: Join a mission‑led organization whose core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.

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, can speak up, and knows their voice is heard, that’s when creativity and innovation happen.