Associate Account Executive

<div class="content-intro"><p>Celonis is the global leader in Process Intelligence and the pioneer of Process Mining technology. As one of the world’s fastest-growing enterprise SaaS companies, we are changemakers pushing the boundaries of what’s possible. We invest heavily in advanced AI capabilities—specifically our Process Intelligence Graph—to turn data insights into immediate business action. We believe there is a massive opportunity to unlock global productivity and sustainability by placing intelligence at the core of every business process. Join our mission to make processes work for people, companies, and the planet.</p></div><p><strong>The Team:</strong></p> <p>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.<br><br><strong>The Role:</strong></p> <p>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:</p> <ul> <li><strong>Equip former BDRs for Closing Roles: </strong>Provide former Business Development Representatives with the skills, knowledge, experience, and tools necessary to excel in a selling role.</li> <li><strong>Bridge the Performance Gap:</strong> Ensure participants are fully prepared to step into a professional selling role once they have completed the standard BDR program.</li> <li><strong>Drive New Business Growth: </strong>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.</li> <li><strong>Master Complex Sales Cycles:</strong> Participants are tasked with identifying and engaging key decision-makers at the largest and most complex organizations in the world.</li> <li><strong>Implement "Happy Path" Disciplines: </strong>Master fundamental sales methodologies such as MEDDPICC, forecasting, and account planning through real-world interactions and mentorship.</li> </ul> <p><strong>The work you’ll do:</strong></p> <ul> <li><strong>Evangelize the Platform:</strong> Act as a champion for the Celonis Process Intelligence Platform, showcasing its transformative capabilities to both new and existing customers.</li> <li><strong>Master Sales Methodology: </strong>Develop deep proficiency in Celonis’ sales strategies, including MEDDPICC, forecasting, and territory &amp; account planning.</li> <li><strong>Own the Sales Cycle:</strong> Transition from prospecting to lead sales cycles on mid-market opportunities, gaining practical experience from Pain Discovery to Closed Won.</li> <li><strong>Strategically Prospect:</strong> Use modern tools and creative strategies to connect with prospective clients and generate a robust pipeline for the New Business team.</li> <li><strong>Support Complex Deals: </strong>Collaborate with experienced Sales Directors to shadow and actively participate in high-stakes sales motions.&nbsp;</li> <li><strong>Navigate the Partner Ecosystem: </strong>Collaborate with Territory Partner Managers to execute sales via Partner Contracts.</li> </ul> <p><strong>The qualifications you need:</strong></p> <ul> <li>2+ years of sales or business development experience in a SaaS organization.</li> <li>BA/BS from a top university or equivalent.</li> <li>Strong written and verbal skills, with the ability to engage senior stakeholders and tell a compelling, data-driven story.</li> <li>A results-driven attitude with a strong desire to exceed targets and a natural curiosity to understand complex business processes.</li> <li>Highly coachable and able to thrive in a dynamic, fast-paced environment.</li> </ul> <p>Visa sponsorship is not offered for this role.</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;For positions in New York City only: We offer a base salary range of xxx – xxx, based on a Full Time Schedule. \n\nTotal compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location. &quot;}" data-sheets-userformat="{&quot;2&quot;:4480,&quot;10&quot;:0,&quot;11&quot;:4,&quot;15&quot;:&quot;Arial&quot;}">The base salary range below is for the role in the specified location, based on a Full Time Schedule. <br><br>Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.</span></div><div class="title">The base salary range below is for the role in New York, based on a Full Time Schedule. </div><div class="pay-range"><span>$70,800</span><span class="divider">&mdash;</span><span>$70,800 USD</span></div></div></div><div class="content-conclusion"><p><strong>What Celonis can offer you:</strong></p> <ul class="p-rich_text_list p-rich_text_list__bullet p-rich_text_list--nested" data-stringify-type="unordered-list" data-list-tree="true" data-indent="0" data-border="0"> <li><span style="text-decoration: underline;">Pioneer Innovation:</span> Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.</li> <li><span style="text-decoration: underline;">Ownership from Day 1:</span> Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.</li> <li><span style="text-decoration: underline;">Unrivaled Family Support:</span> 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.</li> <li><span style="text-decoration: underline;">Work-Life Integration:</span> 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.</li> <li><span style="text-decoration: underline;">Continuous Growth:</span> Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.</li> <li><span style="text-decoration: underline;">Holistic Well-being:</span> Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.</li> <li><span style="text-decoration: underline;">Drive Sustainability:</span> Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.</li> <li><span style="text-decoration: underline;">Global Inclusion &amp; Belonging:</span> Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.</li> <li><span style="text-decoration: underline;">Value-Driven Impact:</span> 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.</li> </ul> <p><strong>About Us:</strong></p> <p>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.</p> <p&g