Strategic Account Executive - Transportation & Logistics

Celonis; United States; Remote; USD 135,000 - 202,000; Full time

Benefits offered by this job

RSUs and refresh grants

Parental leave

Unlimited PTO

Hybrid work model

Learning platform access

Wellbeing programs

Impact Days

Job summary

Celonis is seeking a Strategic Account Executive for Transportation & Logistics to drive growth in the DACH region from a remote German base. You will manage strategic accounts, craft AI-enabled use cases, and close six- to seven-figure deals by coordinating cross-functional teams and leveraging Celonis Process Intelligence.

You will engage senior stakeholders, navigate tender cycles, and collaborate with partners to expand Celonis’ footprint in the logistics sector within global enterprises.

Qualifications

• Fluency in German and English with exceptional communication and presentation skills.
• 8+ years in either AI consulting/management or enterprise software sales with a track record of managing sales targets and client relationships.
• Ability to navigate complex procurement and tender processes; experience engaging at C-level.

Responsibilities

• Land-and-expand within a portfolio of strategic accounts in Transportation & Logistics in the DACH region.
• Engage across lines of business, at C-level and below.
• Drive Process Intelligence sales motions across logistics value chain and translate challenges into AI-enabled use cases with measurable impact.
• Hold an individual revenue target for closing six- to seven-figure deals.

Skills

German & English fluency

C-level communication

Strategic sales leadership

Tools

CRM systems

Job description

Strategic Account Executive - Transportation & Logistics

Remote, Germany

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 actually 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

#LI-SS6

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.

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.

Use of Artificial Intelligence Tools

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The tool is only used for support in parts of the job application process, including to facilitate the identification of the relevant Celonis Jobs for candidates and recruiters. All final decisions are made by hiring managers and the Celonis talent acquisition team. Hiring managers and HR specialists use this tool responsibly, are aware of the risk of potential bias, and are equipped to mitigate it.

The Best Team Wins

At Celonis, we believe #TheBestTeamWins when everyone counts. We celebrate the differences and individuality of all our employees and understand the value of having a variety of experiences, backgrounds, knowledge bases, and perspectives at play in our teams.

We encourage people of all different backgrounds to apply. All employment decisions are based on qualifications and merit.

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