Strategic Account Executive - Transportation & Logistics

OpenKrill; United States; Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Restricted Stock Units (RSUs)

Merit-based refresh grants

24 weeks parental leave

Unlimited PTO

Hybrid work model

Learning platform access

Wellhub wellbeing programs

Impact Days volunteering

Inclusion & Belonging programs

Job summary

Celonis is seeking an experienced enterprise software sales leader to drive growth in the DACH region within the Transportation & Logistics sector. You will own strategic accounts, cultivate relationships up to the C-level, and guide complex, high-value deals from discovery through value realization.

You’ll coordinate cross-functional teams, collaborate with partners, and translate customer needs into AI-enabled use cases with measurable business impact.

Qualifications

• 8+ years in management/AI consulting or enterprise software sales with client ownership.
• Proven track record selling to large enterprises with complex procurement cycles.
• Strong business acumen in transportation & logistics and related KPIs.
• Fluency in German and English with excellent communication and presentation skills.
• Ability to engage at the C-level and lead cross-functional deal teams.
• Experience with tender processes is a plus.
• Growth mindset, collaboration, and resilience in a fast-moving environment.

Responsibilities

• Develop and cultivate strategic relationships to drive sales from discovery to value realization.
• Own a selected portfolio of strategic accounts in the DACH region, land-and-expand.
• Navigate complex procurement and tender processes and orchestrate virtual teams.
• Translate customer challenges into AI-enabled use cases with measurable impact.
• Close six- to seven-figure deals and manage revenue targets.
• Collaborate with partners, consultants, and SaaS vendors to win opportunities.

Skills

C-level engagement

Enterprise software sales

Strategic account management

Complex deal leadership

Cross-functional collaboration

German proficiency

English proficiency

Procurement navigation

Job description

Celonis 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 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

You will join a high-performing sales team within the DACH sales organization, responsible for driving growth within large global enterprises from the Transportation & Logistics industry, including rail, ocean shipping and contract logistics. Transportation & Logistics is one of our strategic industries, where we help global leaders optimize their end-to-end processes, increase operational efficiency through our Process Intelligence platform, and provide the contextual layer to industrialize Enterprise AI.

The Role

Applying a value-driven consultative sales approach, you will create and cultivate strategic relationships to drive sales cycles from deep discovery to value realization. You will be responsible for a selected portfolio of strategic accounts from the Transportation & Logistics industry in the DACH region, generating new business opportunities with existing customers. Navigating complex organizations up to the C-suite, you will collaborate cross-functionally to understand your accounts' needs and systematically drive the end-to-end sales cycle to a successful close.

The Work you'll do

• Manage your accounts from an existing customer perspective. Land-and-expand is the typical model.
• Engage across lines of business, at C-level and below.
• Drive Celonis Process Intelligence sales motions across the logistics value chain and translate customer challenges into compelling, AI-enabled use cases with measurable impact.
• Hold an individual revenue target for closing six- to seven-figure deals within your accounts.
• Navigate complex procurement and tender processes.
• Engage closely with partners, e.g. consulting firms and SaaS vendors.
• Drive complex sales cycles by orchestrating virtual teams: business development representatives, marketing managers, partner managers, value engineers, sales engineers / pre-sales, customer success managers, professional services and implementation partners.

The Qualifications you need

• 8+ years of relevant experience in either one, or ideally both, of the following domains:
• Management / AI Consulting: experience in a consultancy, ideally in a transportation, logistics or travel practice, with direct responsibility for client relationships and business development, including your own sales target and sourcing new projects.
• Enterprise Software Sales: a proven track record of applying a consultative sales approach to sell complex, strategic business solutions to large enterprise accounts with full account ownership, ideally at a hyperscaler or leading SaaS company.
• A proven track record of commitment, long tenure and successful career progression with your previous companies.
• Strong business acumen and a deep understanding of how transportation and logistics companies operate, with familiarity with their core processes and KPIs, particularly within Supply Chain and Finance.
• Familiarity with the different industry players (3PL, contract logistics, freight forwarding, rail) and experience in addressing their key challenges: supply chain volatility and resilience, cost pressure (e.g. from manual document handling such as customs and air waybills), and punctuality.
• Proven ability to build trusted relationships with senior Business and IT stakeholders and engage effectively at the C-level (CEO, CFO, CIO, COO, Head of Operations).
• Experience with complex tender processes is a strong plus.
• Grit, a hands-on mindset, and strong discovery and sales process leadership.
• Fluency in German and English, with exceptional communication and presentation skills.
• Ability to adapt to a fast-moving, high-growth environment and approach challenges with positivity, creative thinking and a growth mindset.
• Willingness to be collaborative and inclusive, to embrace diversity, and strong interpersonal skills #differentmakesusbetter
• Ability to leverage internal resources and work as a team #bestteamwins

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 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

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

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

Celonis 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, able to speak up and knows their voice is heard - that's when creativity and innovation happen.

Your Privacy

Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ Accessibility and Candidate Notices

By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our Privacy Notice for the Application and Hiring Process.

Use of Artificial Intelligence Tools

We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions. This processing is limited