Account Executive - Retail

EngineersOfAI; California; On-site; USD 80,000 - 120,000; Full time

Job summary

Celonis, a leader in Process Intelligence, is looking for an Account Executive to join its enterprise sales team in California. This role is focused on expanding market presence in the retail space by acquiring new clients and leveraging sales strategies.

The ideal candidate will have a proven track record in enterprise SaaS sales, managing complex sales cycles, and engaging with C-level executives. Strong communication skills and a collaborative mindset are essential for success in this role.

Qualifications

• Proven SaaS Sales Experience with a track record in enterprise sales.
• Expertise in managing long, complex sales cycles.
• Strong business acumen and understanding of business processes.

Responsibilities

• Identify and develop new opportunities within a defined territory.
• Manage the entire sales process from prospecting to closing.
• Build relationships with C-level executives and key decision-makers.
• Present tailored solutions that address customer needs.

Skills

Enterprise SaaS Sales

Complex Sales Management

C-level Stakeholder Engagement

Strong Communication Skills

Collaborative Mindset

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 retail space. 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.

The Work You’ll Do

• Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos.
• Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals.
• Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C‑level executives, operational leaders, and key decision‑makers.
• Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges.
• Showcase Value: Present use‑case‑specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions.
• Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects.
• Leverage Team Support: Partner with your virtual team, including business development representatives, pre‑sales, customer success, marketing managers, and partner managers, to drive success.
• This role will be expected to spend the majority of its time in the field meeting with clients.

The Qualifications You Need

• Proven SaaS Sales Experience: A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets.
• Expertise in Complex Sales: Experience managing long, multi‑stakeholder sales cycles within large enterprise accounts.
• 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 Retail).
• Strong Communication Skills: Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision‑makers.
• Collaborative Mindset: A team‑oriented approach, leveraging internal and external resources to achieve shared goals.

Visa sponsorship is not offered for this role.