(Strategic) Account Executive - Retail / CPG

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 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 Retail & CPG industry. Retail & CPG 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 Retail & CPG industry headquartered in Germany, 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 cross line-of-business at C-level and below - Drive Celonis Process Intelligence sales motions **across the entire core enterprise value chain,** translating core challenges into **compelling, AI-enabled use cases** that deliver **measurable execution capacity** against **strategic customer pain points.** - Hold an individual revenue target for closing six-seven-figure deals within your accounts - Engage closely with partners e.g, consulting firms and SaaS vendors - Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners… **The qualifications you need:** - **8+ years of relevant experience** in either one - or ideally both - of the following domains: ○ **SaaS Sales:** Proven track record of applying a consultative sales approach to sell complex, strategic business solutions to large enterprise accounts with full account ownership ○ **AI / Management Consulting:** Experience in a (boutique) consultancy, driving AI projects with direct responsibility for account management, client relationships, business development / client acquisition and carrying your own net new revenue quota - A proven track record of commitment, long tenure, and **successful career progression** with your previous companies - Strong **business acumen** and a deep understanding of **core processes** and **KPIs** throughout the entire enterprise value chain in the retail & CPG industry, particularly within the domains of Finance and Supply Chain. - Solid understanding of the **Retail & CPG industry.** - **Proven ability to build trusted relationships with senior Business and IT stakeholders and engage effectively at the C-level (CFO, CIO, COO, VP Operations etc.)** - **Grit**, a **hands-on mindset** and **strong discovery** and **sales process leadership** - Fluency in German and English, with exceptional communication and presentation skills to engage and excite stakeholders effectively at all levels - Ability to adapt to a fast moving, ever changing, high growth environment and approach challenges with positivity, creative thinking, and a growth mindset - Willingness to be collaborative, inclusive, to embrace diversity and to have 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](https://www.youtube.com/watch?v=YR5oRJGhJYg&list=PLuVor-ZUD4pnM6G33C5D0tjXUvlTPYBRe). **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](https://www.celonis.com/careers/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](https://www.celonis.com/careers/privacy-notice/). **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 to the information provided in your resume or in your candidate profile. The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations. 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. Please be aware of common job offer scams, impersonators and frauds. Learn more [here](https://www.celonis.com/careers/fraud-alert/).