Global Sales Excellence Leader

Responsibilities

• Define and articulate Celonis’s sales methodology and go-to-market engagement framework.
• Assess methodology adoption, usage, effectiveness, gaps, and barriers to consistent execution.
• Design training, coaching, and enablement programs for representatives, managers, and sales leaders.
• Own the methodology roadmap and evolve the approach as the business and market change.
• Align sales methodology with CRM structure, reporting, technology stack, and enablement resources.
• Partner with IT and Sales Operations on technology decisions supporting methodology adoption and execution.
• Develop and communicate best practices and sales playbooks.
• Gather feedback from sales leadership and continuously improve methodology effectiveness.
• Create measurement frameworks to track adherence, usage, and business impact.
• Partner with Marketing, Product, and Customer Success on messaging, engagement strategy, and the customer journey.

Requirements

• Significant experience in SaaS and/or AI-focused technology companies in sales methodology, sales excellence, or sales operations roles.
• Deep expertise in enterprise SaaS sales methodologies and frameworks such as Sandler, Challenger, MEDDIC, or SPICED, with demonstrated rollout and adoption experience.
• Strong understanding of end-to-end sales processes, including roles, handoffs, and pipeline and close-rate drivers.
• Experience designing and delivering sales training and coaching programs that drive behavior change.
• Knowledge of CRM systems, particularly Salesforce, and how to structure them to support methodology adoption.
• Familiarity with sales technology stacks, including engagement platforms, dialers, and sales intelligence tools.
• Ability to influence across an organization without direct authority, with strong stakeholder-management and partnership skills.
• Analytical mindset with the ability to define and track methodology and business-impact metrics.
• Excellent communication and training skills, with the ability to explain complex concepts clearly.
• Strong execution and prioritization skills.
• Global mindset and ability to design scalable approaches while adapting to regional differences.

Compensation and Benefits

• Restricted Stock Units and merit-based refresh grants for full-time employees.
• Flexible hybrid work model.
• Paid parental leave: 24 weeks for primary carers and 12 weeks for supporting carers.
• Unlimited PTO in applicable regions and generous PTO globally.
• Learning and mentorship programs.
• Subsidized Wellhub memberships, mental health counseling, and wellness programs.
• Paid volunteer time through annual Impact Days.