Overview You will lead the long-term commercial strategy for Celonis in strategic accounts, acting as the senior partner to drive multi-year ARR growth and platform adoption. In this role, you'll operate at the C-suite level to embed Celonis as a foundational platform within the client's operations and AI strategy. You'll align cross-functional teams to expand use cases, geographies, and stakeholders while navigating complex enterprise transformations. This position offers impact by shaping the customer's transformation journey and scaling a strategic account program.
Compensation / Benefits- RSUs and merit-based refresh grants
- Unlimited PTO
- Flexible hybrid work model
- 70-20-10 learning framework
- Wellhub health benefits and mental health support
- Impact Days volunteering
Responsibilities- Own the executive relationship across C-suite stakeholders, anchoring Celonis to the client's long-term strategy
- Drive ARR and NRR growth through a structured expansion roadmap and multi-year deals
- Translate adoption milestones into renewal confidence and expansion urgency with cross-functional teams
- Position Celonis as a strategic platform, integrating with the client's AI, LLM, automation investments
- Identify and mitigate commercial risk and safeguard value stories across leadership changes
- Codify account strategies and expansion motions into reusable assets for the broader practice
- Maintain disciplined account planning, pipeline strategy, and forecast accuracy across a small, complex set
Key requirements- 12+ years in enterprise SaaS sales or strategic account management
- 5+ years managing accounts with $5M+ ARR
- Executive presence at the CFO/COO/CIO level
- Experience leading enterprise transformations (ERP, cloud migrations, M&A)
- Proven ARR growth within named accounts over multi-year horizons
- Background in ERP, Supply Chain, Finance transformation, or AI-native platforms; familiarity with agentic AI a plus
- Strong ROI/TCO/value benchmarking skills for CFO scrutiny
- Team-selling experience with value engineering, services, and GTM partners
- Executive credibility and communication with C-suite
- Strategic thinking and long-term deal navigation
- Cross-functional collaboration and stakeholder management
- ERP and Supply Chain domain knowledge
- AI-native platforms familiarity
- ROI modeling and TCO analysis
