Strategic Account Executive

Camunda is the leader in enterprise agentic automation, orchestrating complex business processes, including high-value knowledge work, across agents, people, and systems. By creating production-ready, enterprise-grade agents with built-in governance, Camunda uniquely delivers trusted AI agents for business-critical processes. Over 700 leading innovators like Atlassian, ING, and Vodafone, rely on Camunda to slash time-to-value from months to days, boost operational efficiency, and elevate customer experiences.

As a fully remote, global company, we’re rewriting the rules of modern business. Named GP Bullhound’s 2024 Top 100 Next Unicorn list, certified as a Great Place to Work, and recognized by Flexa for true flexibility, we’re growing fast and looking for top talent to join our team. If you’re excited to do meaningful work and make real impact, keep reading, this role could be the one you’ve been waiting for.

About the Role:

At Camunda, we’re on a mission to help organizations orchestrate complex business processes across people, systems, and devices. As a Strategic Account Executive, you’ll play a key role in that mission by helping our Strategic Enterprise customers unlock the full potential of process orchestration. You’ll collaborate closely with cross-functional teams to shape solutions that deliver meaningful outcomes, not just transactions. This is a chance to join a transparent, people-first culture where your curiosity, drive, and integrity will directly shape the future of our customers’ success, and ours.

What you'll be doing:

1. Driving ARR growth from new business and expansion of existing customers through complex sales cycles including; technical discovery and evaluations, presentations, financial and legal negotiations, and on-site customer meetings when necessary

   1. Support Camunda’s strategic accounts and provide account leadership across pre- and post-sales.

   2. Develop, update, execute and coordinate execution on strategic account plans.

2. Prospecting and developing accounts while providing direction to the collaborating account development team. Leveraging multiple communication methods and collaboration with Account Development Representatives to create new contacts in middle and senior leadership in both technical and executive areas of the enterprise landscape.

3. Articulating Camunda’s value proposition and vision to multiple levels of technical and business leadership, including the Business Value generated for particular use cases and the benefits of strategic adoption of Camunda as a process orchestration solution

4. Collaboration and partnering with Camunda Solutions Engineering, Product leaders, Field CTO, and Partners (GSI and Regional) to understand and support customer use cases

5. Ensuring long-term strategic success for both the Customer and Camunda.

Must Haves:

• Ability and/or willingness to use our product.

  • Multiple years of experience owning complex sales cycles including relationship building with multiple technical and business stakeholders in accounts with over 10,000 employees

  • Experience selling to Strategic Account in the Banking and Financial Services industries

  • Ability to proactively and strategically develop enterprise accounts, documented in detail in an account plan, to achieve both high level of customer success and high ARR growth

  • Coaching and leadership mindset towards other members of the account team

  • Experience managing negotiations with multiple procurement and legal contacts within a single customer account to build long-term strategic commercial relationships

  • Familiarity with enterprise use cases in the business orchestration and automation stack and/or enterprise application development

  • Accountability and detail oriented; desire for continuous growth and development (coachable and adaptable)

  • Ability to accurately and consistently forecast

  • Willingness to travel and comfortable in a remote-first environment.

Nice-to-haves:

• Experience selling to IT, operations, or digital transformation leaders in large enterp