Sales
Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.
Lunar Sales:
The Celonis Lunar Sales is a fast-track, 2-year development programme designed for ambitious professionals who want to accelerate their career at the intersection of AI, enterprise technology, and strategic sales. If you have experience solving complex problems in a client-facing role, in management or strategy consulting or a leading industry strategy function and you are ready to bring that expertise into enterprise sales, this is your launchpad.
The Program immerses you in every stage of the customer sales journey, supported by motivating leaders who will help accelerate your growth beyond expectations. If you're an innovative thinker who thrives on overcoming challenges, our Top Talent Sales Program will provide strategic significance, arming you with the knowledge and tools to address complex problems, create meaningful change and excel as an Account Executive.
Onboarding Period of 1-3 months with the whole Lunar Cohort one-site at the Celonis Munich Office.
The Role:
Fast-track your growth in enterprise sales through our exclusive top talent program. You will gain hands-on experience selling AI-driven business transformation, build relationships with industry leaders across Celonis verticals, including Automotive, Manufacturing, Banking, FSI, Life Sciences, Consumer Goods, Retail, Energy and Public Sector and develop the leadership skills needed to drive real change for enterprise customers.
The program focuses on three key pillars
Strategic Business Development & Executive Relationship Building
• Take full ownership of generating your own pipeline through cold outreach, persona identification, and first meetings, driving directly towards concrete KPI and revenue targets.
• Collaborate with C-suite executives (CEO, CFO, COO, CDO/CIO) to address challenges and align with their strategic objectives.
Tailored Solutions & Strategic Alignment
• Position Celonis Context Model and AI capabilities to address critical business needs, delivering measurable impact and expansion.
• Align strategies with clients' long-term business goals to maximize platform adoption and success.
Leadership & Cross-Functional Collaboration
• Join a highly collaborative cohort of peers featuring a great team who can tackle challenges together, a strong performance culture, and continuous shared learning experiences.
• Orchestrate cross-functional teams, including Value Engineers, Service Consultants, Marketing, BDRs, and external partners.
• Partner directly with a senior Account Executive in a dedicated 1:1 mentorship model to accelerate your professional growth.
The work you’ll do:
• Understand the strategic and operational business needs of your target accounts and effectively communicate how Celonis and its AI-powered Process Intelligence Platform, will meet those to create real opportunities.
• Responsible for delivering revenue in your allocated account patch by creating new business opportunities.
• Identify key stakeholder personas, cultivate strategic relationships, and build an internal network of champions to drive customer success and account expansion.
• Engage cross Line-of-Business at C-level and below within your target organizations
• Become proficient in driving the sales process, following a structured, staged, programmatic flow through prospect, initial call, qualify, pitch to close.
• Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, including Celonis AI, Process Intelligence Graph and industry-specific solutions, showcasing the value of our platform.
• Forge strong partnerships, particularly with leading consulting firms, tech partners, and the Big4.
• Work closely with your team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.
• Stay current on AI trends, process automation, and digital transformation to position Celonis as the intelligent backbone of enterprise operations.
The qualifications you need:
• Proven Track Record in Client-Facing Roles: You bring 2–3 years of professional experience from a top-tier management consultancy, corporate strategy/transformation function, or leading enterprise technology company.
• Strong Academic Foundation: You studied Business Economics, Engineering, Informatics, or a related discipline. A Master's degree is preferred, but exceptional graduates with solid foundational knowledge are encouraged to apply.
• Sales Drive & Career Acceleration: You're ready to accelerate your career in sales. You have a genuine interest in applying your professional experience to a dynamic sales environment and are excited to build expertise in enterprise software solutions and client success.
• Business Acumen & Process Intelligence Expertise: You have a sharp ability to quickly understand how companies operate, identify inefficiencies, and recognize where Process Intelligence and AI unlock real value and drive transformation.
• AI-Forward Mindset: You're genuinely curious about AI and emerging technologies, driven to deepen your business acumen, and passionate about understanding busines