Client Director

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

📋 Description

• Take charge of the commercial relationship: Act as the main executive liaison for the C-suite—CEO, CFO, CSCO, COO, CIO—cultivating relationships that extend beyond individual deal cycles and align Celonis with the customer's long-term strategic goals.

• Propel ARR and NRR growth: Create and implement a structured roadmap for expansion—spotting new business units, geographic opportunities, use cases, and platform capabilities that enhance ARR over time. Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in collaboration with Deal Desk and Legal.

• Convert adoption into commercial growth: Collaborate with the CVP and Value Engineering teams to translate adoption milestones and realized value into enhanced renewal confidence and urgency for expansion. Manage executive business reviews that are both forward-looking and commercially focused.

• Integrate Celonis as a strategic platform: Embed Celonis into the customer's AI strategy—linking Process Intelligence to their LLM, automation, and agentic AI investments, ensuring the platform serves as a fundamental data and orchestration layer rather than a mere point solution.

• Safeguard through transformation: Anticipate and address commercial risks: sponsor departures, competitive threats, implementation fatigue, and budget consolidations. Ensure robust executive relationships and a well-documented value narrative that endures leadership changes typical in large enterprise accounts.

• Scale the practice: Systematize account strategies, expansion initiatives, and transformation navigation methods into reusable resources for the wider Strategic Accounts practice. Uphold a disciplined account planning, pipeline strategy, and coverage to meet growth objectives and ensure forecast accuracy across a select, complex account portfolio.

⛳️ Requirements

• Over 12 years of experience in enterprise SaaS sales or strategic account management, with a minimum of 5 years overseeing accounts generating $5M+ ARR.

• Extensive industry knowledge in [insert vertical in focus]—possessing the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, beyond just platform capabilities.

• Preferred experience directly with Cardinal Health, leading transformation projects or serving as a strategic consultant or Client Director.

• Proven history of increasing ARR within designated accounts over multi-year periods—expanding platform presence rather than merely renewing contracts.

• Strong executive presence and credibility at the C-suite level—capable of guiding strategic discussions with CFOs, COOs, and CIOs and influencing complex buying decisions.

• Experience managing enterprise transformations—ERP consolidations, cloud migrations, M&A, organizational restructuring—while maintaining commercial momentum.

• Proficient in building business cases: ROI modeling, TCO analysis, and value benchmarking that can withstand CFO scrutiny.

• Comfortable navigating long deal cycles and uncertainty; adept at managing both internal and external stakeholders over 12–24+ month expansion timelines.

• Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms is strongly preferred; familiarity with agentic AI, automation, or intelligent process orchestration is advantageous.

• Demonstrated ability to collaborate in a team-selling environment alongside value engineering, professional services, partners, and extended GTM teams including Growth, Industry, and Transformation experts.

🏝️ Benefits

• Pioneer Innovation: Collaborate 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: 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: Enjoy 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: Engage in 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 acknowledged and valued.

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