Account Executive – Federal

This is a fully remote position, open to applicants in Washington.

📋 Description

• Identify and develop new business opportunities within a specified set of accounts in your assigned client portfolio.

• Build and enhance relationships across different levels within the organization, engaging with executives and decision-makers to grasp their needs.

• Understand the strategic and operational needs of your target accounts and effectively communicate how Celonis can meet those requirements.

• Lead the sales process, following a structured method through prospecting, initial outreach, qualification, client engagement, needs assessment, solution presentation, and ultimately closing sales.

• Collaborate with Value Engineering or personally deliver comprehensive presentations and demonstrations tailored to specific use cases, highlighting the value of our solutions.

• Establish strong alliances, especially with leading consulting firms, SaaS partners, and the Big4.

• Work in close collaboration with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure effective teamwork and success.

⛳️ Requirements

• 8+ years of proven success in Software as a Service (SaaS) sales, especially in roles focused on both growing existing business and developing new business opportunities.

• 5 years of experience selling to the federal government.

• Demonstrated ability to navigate intricate sales cycles involving multiple decision-makers.

• Proven track record of selling enterprise-level software applications to C-level executives.

• Strong business acumen with a thorough understanding of business processes and KPIs (e.g., in Finance, Supply Chain).

• Experience working with partners, such as consulting firms or providers of enterprise technology solutions.

🏝️ Benefits

• Pioneer Innovation: Collaborate with the global leader in Process Mining and the Process Intelligence Graph to influence 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: Take advantage of our inclusive parental leave policy—24 weeks of fully paid leave for primary caregivers and 12 weeks for supporting caregivers, available from your first day of employment.

• Work-Life Integration: Benefit from Unlimited PTO (in applicable regions) and generous PTO globally, along with a flexible hybrid work model that balances remote focus with dynamic office collaboration.

• Continuous Growth: Enhance your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.

• Holistic Well-being: Focus on your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that emphasize work/life balance.

• Drive Sustainability: Join our annual Impact Days, where you receive paid time off to volunteer for community and environmental initiatives with your local office or virtually.

• Global Inclusion & Belonging: Connect with community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is valued and heard.

• Value-Driven Impact: Be part of a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—guide every decision.