Associate Account Executive

The Team:

As an Associate Account Executive (AAE) in the Lunar Program you are entering an elite high-performance residency designed to transform high-potential sales talent into world-class Enterprise Account Executives. You will "ride shotgun" with field Account Executives on $1M+ deals while managing your own territory of "Land" opportunities in a partner-led resell motion. You will be measured on your ability to master the Celonis "Happy Path"—our gold standard for deal orchestration—and your progress through four distinct residency levels.
The Role:

The primary objective of the Associate Account Executive (Lunar Program) is to serve in an elite sales residency that bridges the gap between business development and full-cycle enterprise sales. Specifically the role is designed to:

• Equip former BDRs for Closing Roles: Provide former Business Development Representatives with the skills knowledge experience and tools necessary to excel in a selling role.
• Bridge the Performance Gap: Ensure participants are fully prepared to step into a professional selling role once they have completed the standard BDR program.
• Drive New Business Growth: Act as high-performing Account Executives on the New Business team who can independently drive business growth via a direct and partner-led resell motion.
• Master Complex Sales Cycles: Participants are tasked with identifying and engaging key decision-makers at the largest and most complex organizations in the world.
• Implement "Happy Path" Disciplines: Master fundamental sales methodologies such as MEDDPICC forecasting and account planning through real-world interactions and mentorship.

The work you’ll do:

• Evangelize the Platform: Act as a champion for the Celonis Process Intelligence Platform showcasing its transformative capabilities to both new and existing customers.
• Master Sales Methodology: Develop deep proficiency in Celonis’ sales strategies including MEDDPICC forecasting and territory & account planning.
• Own the Sales Cycle: Transition from prospecting to lead sales cycles on mid-market opportunities gaining practical experience from Pain Discovery to Closed Won.
• Strategically Prospect: Use modern tools and creative strategies to connect with prospective clients and generate a robust pipeline for the New Business team.
• Support Complex Deals: Collaborate with experienced Sales Directors to shadow and actively participate in high-stakes sales motions. 
• Navigate the Partner Ecosystem: Collaborate with Territory Partner Managers to execute sales via Partner Contracts.

The qualifications you need:

• 2+ years of sales or business development experience in a SaaS organization.
• BA/BS from a top university or equivalent.
• Strong written and verbal skills with the ability to engage senior stakeholders and tell a compelling data-driven story.
• A results-driven attitude with a strong desire to exceed targets and a natural curiosity to understand complex business processes.
• Highly coachable and able to thrive in a dynamic fast-paced environment.

Visa sponsorship is not offered for this role.

What We Do

Celonis makes processes work — for people companies and the planet. Powered by process mining and AI the Celonis Process Intelligence Platform integrates process data and business context to create a living digital twin of business operations. We enable thousands of companies worldwide to understand how their business actually runs and together with their partners build intelligent solutions that transform and continuously improve the way they operate — unlocking billions in value. Celonis is headquartered in Munich Germany and New York City USA with more than 20 offices worldwide. # Approximately half of the top 200 companies of the Forbes Global 2000 are Celonis customers. # More than 30% of the Fortune Global 500 and more than 25% of the Fortune 500 are Celonis customers. # To date Celonis customers have realized more than $8 billion in value and identified more than $18 billion in value. Celonis has been recognized as: # Germany’s most valuable startup and one of the most valuable in New York City # One of the world’s 50 most valuable private companies # The first German decacorn and one of only 48 in the world # The second largest unicorn in Europe

Why Work With Us

Celonis is a dynamic fast-paced and rewarding place to work. Proudly calling ourselves Celonauts we are innovators and change-makers who challenge the status quo. We tackle challenges together and celebrate our successes as a team in and out of the office. Together we’re changing the world one process at a time. Care to join us?

Gallery