Sales Director Benelux - Expansion at Celonis

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us? The Team: Our Sales Director leads revenue growth within existing Enterprise accounts across industries like the Chemicals, Public Sector,FSI in Benelux. This role focuses on managing and developing a team dedicated to expanding relationships with the existing customers in the region and segment, ensuring sustained success and growth. Using a consultative sales approach, you will also create and cultivate relationships to build and maintain customers for life and drive sales. The Role: Reporting to the VP Sales Benelux, the Sales Director will manage a team of approximately 5 Account Executives in Benelux for the following industries: CPG, Retail, Public Sector, Chemicals. 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 our Services business. The successful candidate will demonstrate exceptional leadership qualities, drawing upon experience in nurturing and growing sales teams as well as C-suite relationship development , working within 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: • Coach for Deal Execution: Move beyond administrative management to actively coach AEs on deal mechanics, negotiation strategy, and value-based selling methodologies (e.g., MEDDPICC) to increase win rates and deal sizes. • Drive Partner-Led Growth: Move beyond relationship management to actively co-sell with strategic partners (GSIs, Consultancies); you will jointly shape deal structures, align on account mapping, and leverage partner influence to access C-suite stakeholders and accelerate complex sales cycles. • Drive Executive Sponsorship: Act as the primary Executive Sponsor for key accounts, engaging directly with C-Level stakeholders to validate business cases, unblock complex negotiations, and shape multi-year strategic partnerships. • Orchestrate Value Realization: Collaborate deeply with Value Engineering and Customer Success to convert "Process Intelligence" insights into quantifiable P&L savings, ensuring every renewal is driven by proven ROI. • Shape Complex Commercials: Lead the structuring of creative, non-standard commercial agreements that align customer fiscal goals with Celonis’s expansion targets, moving beyond simple licensing to transformational enterprise agreements. • Operationalize Vertical Strategy: Translate high-level industry strategies (Chemicals, Public Sector) into actionable territory plans, helping your team identify specific process inefficiencies (e.g., O2C, P2P) that trigger immediate sales opportunities. • Elevate Forecast Rigor: Champion a "No AI without PI" discipline in forecasting, using data-driven inspection to validate pipeline health rather than relying on gut-feel reporting. • Strategic Regional Leadership (MT): Serve as a core member of the Benelux Management Team, actively shaping the regional Go-to-Market blueprint, driving long-term business planning, and influencing strategic decisions to ensure sustainable growth across the wider region. The qualifications you need: • Strategic Planning & Blueprinting: Proven experience operating at a leadership level (MT member), contributing to annual operating plans, territory blueprinting, and resource allocation strategies that drive holistic regional performance. • Elite Value-Selling Acumen: Mastery of value-based selling frameworks, with a proven ability to teach teams how to build, present, and defend CFO-ready business cases (ROI/TCO models). • Ecosystem Co-Selling Expertise: A strong track record of operationalizing partner networks; you know how to mobilize consulting partners to build the business case for you, using their trusted advisor status to validate the ROI and expand the deal footprint. • Deep Business Process Literacy: Functional understanding of core enterprise processes (Supply Chain, Procurement, Finance) within the target verticals (Chemicals, Public Sector, Retail), enabling you to speak the customer’s operational language without relying solely on presales support. • Complex Deal Structuring: Demonstrated success in negotiating and closing 7-figure+ enterprise software deals, including experience with intricate procurement cycles, legal redlining, and multi-stakeholder consensus building. • Hands-on "Player-Coach" Mentality: A willingness to get in the trenches; you are as comfortable leading a whiteboarding session with a client as you are presenting a quarterly business review to the board. • Track Record of Strategic Expansion: Proven experience not just in landing new logos, but in "farming" existing enterprise accounts—navigating political landscapes to bridge gaps between IT, Finance, and Operations to unlock new revenue streams. 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.