The Team:

The New Business Account Executive forms part of our territory sales team and is responsible for driving new logo wins within the large and enterprise level business sector within the Federal industry. The territory sales team is supported by the best-in-class products, with the best sales motions, and the cooperation of other departments (Value Engineers and Business Development Representatives). 

The Role:

The main goal is to land new logos and thus make a significant contribution to our strategic goal of capitalizing more market potential and expanding our market share.

The work you’ll do:

• Hunt down and create new business opportunities within a fixed number of accounts in your allocated client patch 
• Hold an individual revenue and new logo target for closing six-figure deals within these accounts and manage the entire sales-cycle
• Engage cross Line-of-Business at C-level and below within your target organizations
• Understand the strategic and operational business needs of your target accounts and effectively communicate how Celonis will meet those
• Drive the sales process, following a structured, staged, programmatic flow through prospect, initial call, qualify, pitch to close
• In cooperation with Value Engineering or also hands-on yourself, deliver best in class use case specific pitches and demos to demonstrate the value of our solutions
• Engage closely with partners, especially Big4, other consulting firms, and SaaS partners
• Engage closely with your team including business development representatives, value engineers (pre-sales and customer success), partner managers, marketing managers etc.

The qualifications you need:

• 2 years of successful SaaS sales experience in a new business focused sales role
• Ability to manage long and complex sales cycles with multiple stakeholders
• Experience in selling enterprise business applications (e.g. Analytics, BI, ERP) to buyer personas in the business up to C-level (e.g. CFO, CSCO, COO, CPO) 
• Strong business acumen with a solid understanding of business processes and KPIs (e.g. in Finance, Supply Chain)
• Understanding of the federal industry is an advantage but not a must-have
• Experience in working with Partners, i.e. Consulting firms or Enterprise Tech providers
• Experience in MEDDICC is a plus