Enterprise Account Executive Public Sector

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: Our Sales – Public Sector Iberia team operates at the forefront of governmental transformation. Working in close coordination with Sales Leadership and Value Engineering, our mission is to act as the operational and governance backbone for public administrations. We are dedicated to transforming complex, siloed processes into transparent, agile, and citizen-centric public services, leveraging Celonis' position as the pioneer and global market leader in Process Intelligence The Role: As an Account Executive for Public Sector (Iberia) based in Madrid, you will build upon the high-impact foundation established across regional governments (Comunidades Autónomas), public healthcare systems (Servicios de Salud), central agencies (AGE), and state-owned entities. Drawing directly from our field engagements, AI governance, and modernization projects, you will drive end-to-end sales cycles—from achieving high-level political alignment to securing technical tender awards. The work you’ll do: • Drive New Business & Account Growth: Own quota and execution across assigned public sector accounts by engaging directly with executive decision-makers (Consejeros, Directores Generales, etc.) to position Celonis as an institutional platform for digital sovereignty. • Navigate Public Procurement: Lead the qualification and pursuit of public contracts under the Spanish Public Procurement Law (LCSP), ensuring tender specifications perfectly reflect our Process Intelligence value, while coordinating with internal Legal and Compliance teams. • Collaborate with the Partner Ecosystem: Work in active co-selling motions with Tier-1 and regional public sector partners (e.g., Inetum, Telefónica, Minsait, NTT Data) to defend technical proposals and deliver integrated consortium bids. • Execute Value Selling: Partner with Value Engineers to scope and execute high-converting Proofs of Value (PoVs) tailored to Healthcare (e.g., surgical scheduling), Citizen Services (e.g., social aid pipelines), and Back-Office functions. • Lead Executive Briefings & Demand Generation: Lead high-impact C-level briefings at the Madrid Innovation Hub, collaborate on Account-Based Marketing (ABM) campaigns across public sector forums, and elevate flagship accounts into European benchmark references. The qualifications you need: • 7+ years of quota-carrying enterprise SaaS or complex software sales experience, with at least 3–5 years selling directly into Spanish Public Administrations (AGE, Comunidades Autónomas, Servicios Regionales de Salud). • Proven mastery of Spanish public procurement procedures, including LCSP, Pliegos de Prescripciones Técnicas y Cláusulas Administrativas, Acuerdos Marco, Compra Pública Innovadora, and Fondos MRR / NextGen. • Established relationships with major public sector IT providers and consulting partners in Spain. • Strong solution acumen with the ability to bridge high-level policy goals (budget transparency, citizen wait-time reduction) with data-driven technologies (Process Mining, Task Minin