Account Executive
Drives new enterprise SaaS business across U.S. federal accounts, managing complex sales cycles from prospecting through close and engaging executive stakeholders. Requires 8+ years of SaaS sales experience, including 5 years selling to the federal government, plus strong partner and enterprise-selling expertise.
About the job
Responsibilities
- Discover and cultivate new business opportunities within an assigned portfolio of federal accounts.
- Build relationships with executives and decision-makers to understand account needs.
- Identify strategic and operational requirements and communicate how Celonis solutions address them.
- Manage the full enterprise sales cycle, including prospecting, qualification, needs analysis, solution presentation, and closing.
- Deliver or coordinate tailored presentations and product demonstrations with Value Engineering.
- Develop partnerships with consulting firms, SaaS partners, and Big Four firms.
- Collaborate with business development representatives, value engineers, partner managers, and marketing specialists.
Requirements
- 8+ years of successful SaaS sales experience spanning account expansion and new business development.
- 5 years of experience selling to the federal government.
- Experience navigating complex sales cycles with multiple decision-makers.
- Proven enterprise software sales experience with C-level stakeholders.
- Strong business acumen and understanding of business processes and KPIs, such as Finance and Supply Chain.
- Experience working with consulting firms or enterprise technology partners.
Compensation & Benefits
- Base salary: $163,000–$193,000 USD for Washington, D.C.
- Total compensation includes base salary, bonus or commission, equity, and benefits.
- Benefits include health, dental, life insurance, 401(k), paid time off, RSUs, parental leave, learning and mentorship programs, wellness support, and volunteer time off.
- Flexible hybrid work model.
- Visa sponsorship is not offered.
Skills
SaaS Sales, Enterprise Software, Federal Government Sales, Prospecting, Sales Strategy, Needs Analysis, Solution Presentations, Product Demos, Business Development, Account Expansion, Business Processes, KPIs, Value Engineering, Partner Management, Consultative Selling
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