Account Executive - Land and Expand, Federal/Civilian

<p><strong>The Team:</strong><br>We’re seeking a dynamic <strong>Account Executive - Land</strong> to join our North America Enterprise Sales Team. This role focuses on driving <strong>new logo acquisition</strong> within enterprise accounts in the <strong>Federal Government</strong> sector. Reporting to the Federal Sales Director, you’ll have the opportunity to work with world-class products, proven sales strategies, and a collaborative network of value engineers and business development representatives.</p>
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<p><strong>The Role:</strong><br>The primary goal is to land new logos and contribute significantly to our strategic objective of capitalizing on market potential and expanding market share across enterprise accounts in North America.</p>
<p><strong>The work you’ll do:</strong></p>
<ul>
<li><strong>Drive New Business:</strong> Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos.</li>
<li><strong>Own the Sales Cycle:</strong> Manage the entire sales process—from prospecting and qualification to closing six-figure deals.</li>
<li><strong>Engage Strategic Stakeholders:</strong> Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers.</li>
<li><strong>Deliver Tailored Solutions:</strong> Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges.</li>
<li><strong>Showcase Value:</strong> Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions.</li>
<li><strong>Collaborate with Partners:</strong> Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects.</li>
<li><strong>Leverage Team Support:</strong> Partner with your virtual team, including business development representatives, pre-sales, customer success, marketing managers, and partner managers, to drive success.</li>
</ul>
<p><strong>The qualifications you need:</strong></p>
<ul>
<li><strong>Proven SaaS Sales Experience:</strong> A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets.</li>
<li><strong>Expertise in Complex Sales:</strong> Experience managing long, multi-stakeholder sales cycles within large enterprise accounts.</li>
<li><strong>Industry Knowledge:</strong> Familiarity with enterprise business applications such as Analytics, BI, or ERP, with the ability to engage with C-level executives (e.g., CFO, COO, CSCO, CPO).</li>
<li><strong>Business Acumen:</strong> A solid understanding of business processes and key performance indicators across functions like Finance and Supply Chain.</li>
<li><strong>Vertical Experience:</strong> Experience or knowledge selling to (vertical) industries&nbsp;</li>
<li><strong>Strong Communication Skills:</strong> Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision-makers.</li>
<li><strong>Collaborative Mindset:</strong> A team-oriented approach, leveraging internal and external resources to achieve shared goals.</li>
</ul>
<p>Visa sponsorship not offered for this role.&nbsp;</p>