Account Executive - Retail

Headquarters: Remote, US, California 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: The Account Executive, a pivotal member of our enterprise sales team, is dedicated to driving growth by acquiring new clients across the region. This role is solely focused on expanding our footprint in the retail space. Leveraging top-tier products and effective sales strategies, the Account Executive collaborates closely with Value Engineers, Business Development Representatives, and other cross-functional teams to identify and capture high-value new business opportunities. The Role: The primary objective is to build and expand market presence by capitalizing on untapped opportunities in the region. As an Account Executive specializing in new business sales, this role is integral to our strategy for expanding market share through targeted client acquisitions. Key responsibilities include The work you’ll do: • Drive New Business: Identify and develop new opportunities within a defined territory, targeting enterprise accounts to secure new logos. • Own the Sales Cycle: Manage the entire sales process—from prospecting and qualification to closing six-figure deals • Engage Strategic Stakeholders: Build relationships across multiple lines of business, engaging with C-level executives, operational leaders, and key decision-makers. • Deliver Tailored Solutions: Develop a deep understanding of customer needs and demonstrate how Celonis’ solutions can solve their strategic and operational challenges. • Showcase Value: Present use-case-specific pitches and demos, independently or in collaboration with Value Engineers, to highlight the measurable impact of Celonis solutions. • Collaborate with Partners: Work closely with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition for your prospects. • Leverage Team Support: Partner with your virtual team, including business development representatives, pre- sales, customer success, marketing managers, and partner managers, to drive success. • This role will be expected to spend the majority of their time in the field meeting with clients The qualifications you need: • Proven SaaS Sales Experience: A strong track record of success in enterprise SaaS sales, with a focus on securing new business and consistently achieving revenue targets. • Expertise in Complex Sales: Experience managing long, multi-stakeholder sales cycles within large enterprise accounts. • Track record of selling enterprise-level software applications to C-level stakeholders. • Strong business acumen with a solid understanding of business processes and KPIs (e.g. in Retail) • Strong Communication Skills: Exceptional presentation and storytelling abilities to confidently influence senior stakeholders and decision-makers. • Collaborative Mindset: A team-oriented approach, leveraging internal and external resources to achieve shared goals. This role will be expected to spend the majority of their time in the field meeting with clients. Visa sponsorship is not offered for this role. The bas