Client Director – Financial Services

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

📋 Description

• Take charge of the commercial relationship: Act as the primary executive liaison across the C-suite—CEO, CFO, CSCO, COO, CIO—developing relationships that extend beyond any single deal cycle and align Celonis with the customer’s long-term strategic objectives.

• Propel ARR and NRR growth: Create and implement a structured expansion strategy—identifying new business units, regions, 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 success: Work alongside the CVP and Value Engineering teams to transform adoption milestones and realized value into renewal assurance and expansion urgency. Conduct executive business reviews that are forward-looking and commercially focused.

• Establish Celonis as a strategic platform: Integrate Celonis into the customer's AI strategy—linking Process Intelligence to their LLM, automation, and agentic AI investments so that the platform becomes a core data and orchestration layer rather than a standalone solution.

• Safeguard through transformation: Proactively identify and mitigate commercial risks: sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. Ensure multi-threaded executive relationships and a documented value narrative that endures through the leadership transitions common in large enterprise accounts.

• Scale the practice: Formalize account strategies, expansion approaches, and transformation navigation methods into reusable assets for the broader Strategic Accounts practice. Maintain a disciplined account plan, pipeline strategy, and coverage to meet growth targets, ensuring forecast accuracy across a small, complex account portfolio.

⛳️ Requirements

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

• Extensive industry knowledge in Financial Services—capable of engaging customers on industry-specific challenges, benchmarks, and transformation priorities, beyond merely platform capabilities.

• Preferred direct experience with large financial institutions leading transformation initiatives 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 just renewing contracts.

• Strong executive presence and credibility at the C-suite level—able to facilitate strategic dialogues with CFOs, COOs, and CIOs, influencing substantial and complex purchasing decisions.

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

• Proficient in business case development: ROI modeling, TCO analysis, and value benchmarking at a level that can withstand CFO scrutiny.

• Comfortable with extended deal cycles and uncertainty; adept at managing internal and external stakeholders throughout 12–24+ month expansion timelines.

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

• Demonstrated ability to work collaboratively in a team-selling environment alongside value engineering, professional services, partners, and extended GTM teams such as 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 considered an owner, receiving Restricted Stock Units (RSUs) along with 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: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that focus on work/life balance.

• Drive Sustainability: Engage 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: 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-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.