Account Executive - Public Sector Germany - Defense (Bundeswehr)

Account Executive - Public Sector Germany - Defense (Bundeswehr) at Celonis is a high‑visibility, client‑facing role that drives the adoption of Celonis’ leading Execution Management System across Germany’s defence ecosystem. You will be the trusted advisor for Bundeswehr ministries, agencies and prime contractors, translating complex operational challenges into actionable process‑mining solutions that accelerate decision‑making, cut costs and enhance mission readiness. By positioning Celonis at the heart of Germany’s defence digital transformation, you directly influence national security outcomes while expanding Celonis’ footprint in a strategic, high‑growth market. The role offers a clear pathway to senior leadership, with exposure to C‑suite stakeholders, cross‑functional collaboration with product, solution engineering and legal teams, and the opportunity to shape go‑to‑market strategy for the public sector. Success in this position opens doors to regional director roles, market‑lead positions, or specialization in emerging technologies such as AI‑driven analytics within the defence domain.

- Build and manage the full sales cycle—from prospecting Bundeswehr decision‑makers to closing multi‑year contracts valued up to €10 M.
- Conduct discovery workshops and technical demos that showcase Celonis’ process‑mining capabilities in mission‑critical environments.
- Develop and execute account plans that align Celonis’ value proposition with defence procurement cycles, compliance requirements and budgetary constraints.
- Partner with solution architects, data scientists and security experts to co‑design tailored implementations that meet strict German defence standards.
- Negotiate contract terms, pricing structures and service‑level agreements while ensuring adherence to public‑sector procurement regulations.
- Track pipeline health, forecast revenue and report performance metrics to the Head of Public Sector Sales, contributing to regional strategy reviews.
- Mentor junior sales colleagues and act as a subject‑matter expert on defence‑specific use cases, fostering a collaborative, high‑performance team culture.

Celonis offers a purpose‑driven culture where curiosity, transparency and impact are celebrated, and where every employee is empowered to shape the future of process excellence. As a remote‑first employer based in Germany, you benefit from flexible work arrangements, a robust learning academy, and a clear career ladder that rewards expertise in the public sector and emerging technologies. You will join a fast‑growing, globally recognized leader in execution management, positioning yourself at the forefront of the digital defence revolution. Our commitment to continuous innovation, combined with a supportive community of technologists and strategists, ensures you’ll have the tools, mentorship and visibility to accelerate your professional growth while making a tangible difference for Germany’s defence forces. This is a unique chance to combine strategic sales acumen with cutting‑edge process‑mining technology in a role that directly supports national security and modernizes one of the world’s most critical public sectors.