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.
The Team:
The Global Sales Excellence Leader will work as part of the GTM Programs and Sales Enablement team, reporting to the VP GTM Programs and Sales Enablement. This role is the strategic and operational leader responsible for defining, designing, and driving the adoption of sales methodologies and GTM engagement frameworks across Celonis' selling organization. This person is the keeper of sales best practices and works across all sales functions to ensure consistent, effective execution.
The Role:
This role owns the strategy, design, and execution of our sales methodologies and GTM engagement models. You will lead the thinking around how our sales teams execute, how they engage with customers, and how we enable them to do both effectively. You will deeply understand our current methodology adoption, usage patterns, and gaps—then design and drive improvements. You will ensure that our CRM, tech stack, and enablement resources are all aligned to support the methodology and drive consistent execution at scale globally.
The work you’ll do:
- Define and articulate the sales methodology and GTM engagement framework for Celonis; establish clarity on how we sell and engage
- Assess current methodology adoption, usage, and effectiveness; identify gaps and barriers to consistent execution
- Design training, coaching, and enablement approaches that drive methodology adoption and consistent application across the sales team
- Own the methodology roadmap; plan evolution of our approach as the business grows and market dynamics shift
- Ensure alignment between sales methodology, CRM structure, reporting, and tech stack; identify and prioritize changes needed to support execution
- Partner with IT and sales operations to shape tech stack decisions that ladder up to methodology and enablement goals
- Develop and communicate best practices and playbooks that reflect our methodology and the way we want our teams to sell
- Work with sales leadership to gather feedback on methodology effectiveness and barriers to adoption; iterate and improve
- Design and deliver training and coaching programs for reps, managers, and sales leaders on methodology, execution, and engagement
- Create measurement frameworks that track methodology adherence, usage, and impact on business outcomes
- Partner cross-functionally with Marketing, Product, and Customer Success to ensure alignment on messaging, engagement strategy, and customer journey
The qualifications you need:
- Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on sales methodology, sales excellence, or sales operations
- Deep expertise in enterprise SaaS sales methodologies and frameworks (Sandler, Challenger, MEDDIC, SPICED, etc.); demonstrated experience rolling out and driving adoption
- Strong understanding of how sales processes work end-to-end; clarity on roles, handoffs, and activities that drive pipeline and close rates
- Experience designing and delivering sales training and coaching programs that drive behavior change and improve execution
- Knowledge of CRM systems (particularly Salesforce) and how to structure them to support methodology and drive adoption
- Familiarity with sales tech stacks and how different tools (engagement platforms, dialer, intelligence tools) support or hinder methodology execution
- Ability to influence across the organization without direct authority; strong partnership and stakeholder management skills
- Analytical mindset with ability to define and track metrics that reflect methodology effectiveness and business impact
- Excellent communication and training skills; ability to make complex concepts clear and compelling to diverse audiences
- Execution-focused with ability to manage competing priorities and maintain focus on core methodology principles as the business evolves
- Global mindset with ability to design scalable, repeatable approaches while adapting for regional differences
What Celonis can offer you:
- Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
- Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
- Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment.
- Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration.
- Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
- Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
- Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
- Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
- Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision.
About Us:
Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
Get familiar with the Celonis Process Intelligence Platform by watching this video.
Celonis Inclusion Statement:
At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.
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