Account Executive - Federal

EngineersOfAI; Washington (District of Columbia); On-site; USD 120,000 - 180,000; Full time

Job summary

Celonis is seeking an Account Executive focused on new business in the U.S. Public Sector.

You will drive growth by acquiring new clients and expanding our footprint across designated accounts, collaborating with Value Engineers, BDRs, and cross-functional teams to capture high-value opportunities. You will lead a structured sales journey from prospecting to close, articulating Celonis value to executives, and tailoring demonstrations to use cases.

Qualifications

• 8+ years of SaaS sales experience, including new and existing business growth.
• 5+ years selling into the federal government.
• Experience navigating multi-decision-maker sales cycles.
• Proven track record selling enterprise software to C-level stakeholders.
• Strong business acumen with KPI knowledge (Finance, Supply Chain).
• Experience collaborating with partners such as consulting firms or enterprise tech providers.

Responsibilities

• Discover and cultivate new business opportunities within a designated set of accounts.
• Establish connections with executives and decision-makers to understand their needs.
• Communicate how Celonis can address strategic and operational requirements.
• Guide the sales journey from prospecting to closing deals.
• Present and demonstrate tailored use cases with Value Engineering.
• Forge strong partnerships with consulting firms, SaaS partners, and Big4.

Skills

SaaS sales

Federal government sales

Complex sales cycles

C-level engagement

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 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 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 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.

Visa sponsorship is not offered for this role.

The base salary range below is for the role in the specified location.