Senior Strategic Account Director Public Sector & Defense

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?

The Team:

You will join our Enterprise Sales team which is responsible for selling into Public and Defense companies in France. 

The Role:

Within the Enterprise Sales organization dedicated to New Business, you will manage strategic relationships with key public sector and defense accounts. Using a consultative sales approach, you will build long-term partnerships and support your customers in their transformation, modernization and public spending optimization initiatives. You will play a pioneering role in shaping and scaling our presence in this strategic segment.

The work you’ll do:

• Manage and grow a focused portfolio of Strategic Accounts across the Public Sector, including central government ministries, national agencies, local authorities, and defense-related organizations.
• Act as a builder, contributing to the definition of the go-to-market strategy, identifying new opportunities, opening doors, and shaping the foundations of a scalable growth engine in the Public Sector & Defense space.
• Engage with C-level and senior public leaders (CIOs, CFOs, COOs, Ma, Program Directors, Cabinet-level stakeholders…).
• Represent our full portfolio of solutions, covering Procure-to-Pay, Order-to-Cash, Budget Performance, Procurement Optimization, Operational Excellence, Supply Chain, Compliance, Sustainability, Customer Care...
• Own an individual revenue target, driving complex, multi-stakeholder sales cycles with six-figure deal values.
• Work closely with key strategic partners, including consulting firms (Big Four), system integrators, and technology vendors.
• Lead your team, including business development representatives, marketing teams, partner managers, solution engineers / pre-sales, customer success managers, professional services teams, and implementation partners.

The qualifications you need:

• Proven experience selling enterprise software or SaaS solutions to C-level and senior decision-makers in the Public Sector.
• Strong understanding of the Public Sector and/or Defense ecosystems, including procurement processes, regulatory constraints, governance models, and digital transformation initiatives.
• Demonstrated ability to manage long, complex sales cycles involving multiple internal and external stakeholders.
• Experience working closely with partners (consulting, integrators, technology providers) in a coordinated go-to-market motion.
• An entrepreneurial mindset, with the drive to build, iterate, and scale a growth initiative from zero, thriving in ambiguity and shaping your own path to success.
• Ability to excel in a high-growth, fast-moving, dynamic environment, with a positive mindset, creativity, and a solutions-oriented approach.
• A collaborative leadership style, strong interpersonal skills and the ability to bring teams together.

#LI-NK1

What Celonis Can Offer You:

• Pioneer Innovation: Work with the leading, award-winning process mining technology, shaping the future of business.
• Accelerate Your Growth: Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities.
• Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more. Interns and working students explore your benefits here.
• Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs.
• Connect and Belong: Find community and support through dedicated inclusion and belonging programs.
• Make Meaningful Impact: Be part of a company driven by strong values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
• Collaborate Globally: Join a dynamic, international team of talented individuals.
• Empowered Environment: Contribute your ideas in an open culture with autono