Head of Go-to-market

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.

**The Team**

Our Go-To-Market (GTM) organization comprises our Sales, Value Engineering, and Services teams, all working together to drive sales and deliver value to both new and existing customers.

To strengthen, expand, and sustain our customer relationships within the German Public Sector, we have created a new leadership role**:Head of GTM Public - Germany.**

**The Role**

In this role, you will be responsible for building, leading, and scaling our Public GTM team at both a strategic and tactical level. Your focus will be to drive engagement and sales within the largest German public institutions—federal, state, and local—including the Employment Agency, Federal Police, Ministry of Defense, military institutions (Bundeswehr), and defense contractors. You will play a key role in positioning Celonis as a strategic transformation partner for these organizations.

You will lead and grow a team of Strategic Account Executives and collaborate closely with internal stakeholders across Direct and Indirect Sales / Partner Management, as well as senior leaders in Value Engineering, Partner Management, Business Development, and Services.

**The work you'll do**:

- Develop and execute a** strategic plan** to achieve sales targets and expand our customer base in the assigned segment/industry
- Effectively communicate the Celonis **industry-specific value proposition** through proposals and presentations and enable your team to do the same with high quality and deep domain knowledge
- **Hire**, manage and **develop** **strong sales talent,** drive individual AE success and foster a great team spirit
- Own and hit/exceed **annual sales targets** within your assigned segment with great control and forecast accuracy
- Build and maintain **strong, long-lasting customer**and **partner relationships** for strong executive alignment and proactive account management
- Support and **coach your team** to partner with customers to understand their business needs and objectives to drive incremental revenue growth

**The qualifications you need**:

- Deep expertise in the** German public sector**, complemented by an established professional network
- Strong **background in sales and/or management consulting**
- Experience **working within a public sector organization** is a plus
- Proven leadership skills with a strong track record of successfully **managing high-performing teams**:

- Highly **ambitious**and **competitive mindset,** with expertise leading customer facing teams and consistently achieving revenue targets
- Demonstrated ability to build and maintain relationships at the **C-suite level**:

- Experience managing **complex, long sales cycles** involving multiple stakeholders
- Proven success in navigating both **direct and matrix** organizational structures
- Demonstrated ability to collaborate effectively with** partners**, including consulting firms and enterprise technology providers
- **Excellent communication** and presentation skills in both **German (fluent)** and English
- Self-motivated and capable of **working autonomously**, with strong time management and prioritization skills
- Ability to thrive in a fast-paced, dynamic, and high-growth environment, approaching challenges with **adaptability**, creativity, and a **growth mindset**.
- Strong interpersonal skills with a commitment to collaboration, inclusivity, and diversity. **#DifferentMakesUsBetter**:

- Skilled at leveraging internal resources and fostering teamwork to drive success. **#BestTeamWins**

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**What Celonis Can Offer You**:

- The unique opportunity to work with industry-leading process mining technology
- Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, L&D platform, mentorships, and more)
- Great compensation and benefits packages (equity (restricted stock units), life insurance, time off, generous leave for new parents from day one, and more). For intern and working student benefits, click here.
- Physical and mental well-being support (subsidized gym membership, access to counseling, virtual events on well-being topics, and more)
- A global and growing team of Celonauts from diverse backgrounds to learn from and work with
- An open-minded culture with innovative, autonomous teams
- A clear set of company values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future

**About Us**:
Celonis helps some of the world's largest and most esteemed brands make processes work for people, companies and the planet. With over 5,000 enterprise customer deployments across nearly every industry, the Celonis Process Intelligence Platform uses process