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

Sales Director - Retail

The Team:

Our Sales Director - Retail is responsible for driving revenue growth within Enterprise accounts across North America. This role focuses on managing and developing a team dedicated to landing, maintaining and expanding relationships with new and existing customers in the region and segment, ensuring sustained success and growth.

 The Role:

The individual will be required to effectively collaborate with internal stakeholders spanning direct and indirect sales as well as senior leaders in value engineering, business development and services functions. The successful candidate will demonstrate exceptional leadership qualities, and will draw upon experience in sales, relationship building, and both direct and matrix operating structures. The person will have deep expertise in successfully driving an enterprise sales organization and delivering against targets.

The work you’ll do:

• Lead and Drive Sales Strategy: Develop and execute strategies to identify and secure new business opportunities within the team’s defined territories, ensuring the team targets and wins enterprise accounts.
• Enable Full-Cycle Success: Guide Account Executives through the entire sales process—from prospecting and qualification to closing six- and seven-figure deals—while coaching on best practices.
• Foster Strategic Stakeholder Engagement: Support your team in building strong relationships across multiple lines of business, engaging C-level executives, operational leaders, and other key decision-makers to expand reach and influence.
• Deliver Scalable Solutions: Equip Account Executives to uncover customer needs and position tailored solutions that align with the company’s offerings, solving complex strategic and operational challenges.
• Ensure Consistent Value Messaging: Oversee the team’s use-case-specific pitches, demos, and ROI discussions, ensuring the measurable impact of solutions is clear and resonates with customer priorities.
• Strengthen Partner Collaboration: Build relationships with Big 4 consulting firms, SaaS providers, and industry partners to enhance the value proposition and enable Account Executives to maximize opportunities.
• Empower Cross-Functional Success: Act as a bridge across departments, collaborating with business development, pre-sales, customer success, marketing, and partner managers to ensure seamless execution and support for the team.
• Drive Accountability and Growth: Monitor performance metrics, provide coaching, and create development plans to enable the Account Executives to meet and exceed quotas while growing in their roles.

The qualifications you need:

• Leadership Experience: Proven track record of managing, mentoring, and developing high-performing sales teams, particularly in SaaS or enterprise sales environments. Experience with leading Account Executives to achieve or exceed revenue targets.
• Strategic Sales Leadership: Demonstrated ability to design and execute sales strategies for complex, multi-stakeholder enterprise deals, ensuring alignment with organizational goals.
• Coaching and Development Skills: Expertise in coaching sales reps on deal strategy, pipeline management, and closing techniques. Ability to provide actionable feedback to improve individual and team performance.
• Proven Revenue Growth: A history of delivering on revenue growth goals by fostering a strong sales culture and building scalable processes.
• SaaS Industry Expertise: Deep understanding of enterprise SaaS solutions, with prior experience selling or overseeing sales within Analytics, BI, ERP, or related enterprise applications.
• C-Suite Engagement: Ability to engage effectively with C-level executives (e.g., CFO, COO, CSCO, CPO) and other senior stakeholders across multiple industries to build and maintain relationships.
• Operational Excellence: Strong understanding of business processes and KPIs across functions such as Finance and Supply Chain, with the ability to align sales strategies to business objectives.
• Data-Driven Decision Making: Proficient in analyzing sales data, forecasting, and using CRM and other tools to drive informed decisions.
• Vertical Expertise: Familiarity with selling into Retail vertical relevant to the company's focus, with an understanding of industry challenges and opportunities.
• Exceptional Communication Skills: Masterful storytelling, presentation, and negotiation skills, with the ability to influence and inspire both internal teams and external stakeholders.
• Collaborative Leadership: A team-oriented leader who works cross-functionally with marketing, product, and customer success to ensure alignment and maximize impact.
• Change Management: Experience managing change within sales teams, such as implementing new processes, tools, or methodologies, while maintaining motivation and alignment

Visa sponsorship is not offered for this role.

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 unlimited PTO, workplace flexibility, company equity (RSUs), comprehensive benefits, generous parental leave, dedicated volunteer days, and much more.
• 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 autonomous teams

About Us:

Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry-leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It’s system-agnostic and without bias, and provides everyone with a common language for understanding and improving businesses. Celonis enables its customers to continuously realize significant value across the top, bottom, and green line. 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.

Your Privacy:

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