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.
Overview:
We are seeking a seasoned sales professional with a proven track record in SaaS sales and impactful coaching to join our team as the Manager of the Celonis Sales Readiness Program. In this role, you will play a crucial role in shaping the success of our North American (NAM) Business Development Representatives (BDRs) by executing a comprehensive program designed to accelerate their transition into high-performing sales professionals. You will leverage your sales expertise to coach, mentor, and ensure BDRs master the intricacies of our sales process, product knowledge, and strategic execution, ultimately enabling them to consistently win new business and drive new logo growth aligned with our go-to-market strategies. You will essentially act as a sales manager for these trainees, guiding them through all facets of the sales cycle, with a focus on navigating complex enterprise sales.
Key Responsibilities:
- Sales Process Mastery and Complex Cycle Navigation: Execute a readiness program focused on the practical application of a full sales cycle in large, complex organizations. This includes training on multi-stakeholder engagement, executive-level communication, decision process navigation, and strategic team orchestration.
- Direct Sales Coaching and Strategic Influence: Provide hands-on coaching and mentorship, integrating your personal sales experience to guide reps through real-world sales challenges and create structured opportunities for them to actively participate in live sales cycles. Reinforce our “Land Right” sales process through interactive role-play scenarios and mock sales calls with an emphasis on influencing decision criteria, strategic deal guidance, and executive engagement.
- Product Knowledge and Strategic Selling in Enterprise: Develop and deliver comprehensive training on our product suite, ensuring BDRs understand the unique value propositions, competitive differentiators, and ideal use cases. Equip them with the knowledge to effectively articulate product value to prospects and confidently address technical questions. Guide them on how to strategically align our solutions with customer needs in complex enterprise environments, determining what to sell, how to sell, and when to sell to maximize deal potential.
- Pipeline Management, Forecasting, and Team Orchestration: Oversee the BDRs pipeline development and management, ensuring accurate forecasting and proactive deal progression. Provide guidance on pipeline hygiene, opportunity, qualification, and strategic deal acceleration. Conduct regular pipeline reviews,offering constructive feedback and actionable strategies to maximize conversionrates and drive consistent revenue generation. Act as a sales manager for trainees, ensuring they are on track to meet and exceed their goals, and teach them how to orchestrate internal teams to engage with large accounts.
- Technology-Enabled Strategic Account Insight and Engagement: Instruct BDRs in the use of sales technologies to conduct in-depth account research, uncovering critical insights into company pain points, financial performance, and strategic objectives. Guide them in identifying relevant use cases for our solutions and devising strategic engagement plans for their territory.
- Performance Analysis, Continuous Improvement, and Decision Process Navigation: Implement a robust performance assessment framework to monitor BDR progress, providing continuous feedback and identifying areas for improvement. Analyze sales performance data to refine training content and enhance program effectiveness. Collaborate closely with sales leadership to ensure program alignment with overall sales strategy and drive continuous improvement.
Required Skills and Experience:
- Proven success in SaaS sales, with a demonstrable track record of closing deals, particularly landing new business in complex enterprise sales.
- Extensive experience in sales coaching and mentorship, with a focus on navigating multi-stakeholder environments.
- Deep understanding of modern sales methodologies and best practices.
- Strong presentation, communication, and interpersonal skills.
- Ability to develop and deliver engaging and impactful training content.
- Strong analytical and problem-solving skills.
- Passion for developing and mentoring sales talent.
- Experience running a full sales process and accurate forecasting, particularly in complex sales cycles.
- Proven ability to consistently land new business.
- Strong pipeline management experience.
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 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 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:
Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ Accessibility and Candidate Notices
By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our Privacy Notice for the Application and Hiring Process.
Please be aware of common job offer scams, impersonators and frauds. Learn more here.
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