Portfolio (Scale) Account Executive

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.

【About the Team】

The Portfolio Account Executive is a key position within our Enterprise Sales team, responsible for driving revenue growth for "Scaler Accounts" in the Japanese market. You will manage the company's most extensive portfolio, engaging with customers across a diverse range of industries.

【Role Overview】

Your primary mission is to drive new logo acquisition and expand recurring revenue among enterprise companies, primarily in the manufacturing sector with annual revenues of $1 billion or more. This is a "hunter" role that requires a fast-paced approach to a broad target list, rather than deep-diving into a small number of accounts, to expand our market share.

【Key Responsibilities】

• New Business Development: Actively discover business opportunities and build a pipeline in collaboration with the BDR team within your assigned territory.
• Partner Collaboration: Work with partner companies to accelerate the acquisition of new logos (new customers).
• Multi-level Approach: Build relationships with stakeholders at all levels, from individual contributors to the C-Level.
• Value Proposition and Demos: Provide optimal demonstrations tailored to customer use cases and clearly present the value of our solutions.
• Solving Customer Needs: Deeply understand customer challenges and effectively communicate how Celonis meets those needs to ensure customer satisfaction.
• Sales Cycle Management: Manage the entire process from lead generation to closing, consistently achieving sales targets.

【Requirements (Essential Skills & Experience)】

• Corporate Sales Experience (3+ years):

  • Experience in enterprise software or IT solution sales.

• Strong Communication Skills:

  • Japanese: Native level
  • English: Business level (proficient in reading, writing, and internal communication)

• Pipeline Building Ability:

  • Proven track record of proactively generating leads (outbound) and building/maintaining a sufficient pipeline to meet targets.

• Self-Starter:

  • Ability to take initiative and act without waiting for instructions.

• Multitasking Management:

  • Ability to prioritize numerous cases and tasks and manage time efficiently.

• Technology Proficiency:

  • Ability to use Salesforce and other sales tools to conduct efficient sales activities.

• Adaptability to Speed:

  • Ability to work flexibly and positively in a fast-paced, dynamic environment.

【Why This Position is Attractive】

• Access to a Broad Market: You will gain diverse business insights by working with enterprise companies across a wide range of industries, rather than being limited to a specific sector.
• Growth Opportunities: Using Celonis' cutting-edge solutions as a global leader, the experience of developing the market at an overwhelming speed will be a major asset to your career.

The Team: The Portfolio Account Executive sits within our Enterprise Sales team, which is responsible for driving revenue growth within scaler accounts across Japan, and is responsible for the most extensive portfolio of accounts in the company.

You will be joining a dynamic team from a variety of backgrounds that has, above all, three things in common: curiosity, drive, and the desire to make an impact. You will be based in our fast-growing and vibrant Japan office, reporting to our Japan Sales Director.

The Role:

The main goal is to land new logos and drive the recurrent run rate for the 1+B revenue accounts mainly for manufacturing industry.

The work you’ll do:

• Work closely with BDR team to hunt down and discover new business opportunities
• Collaborate with partners to land new logos
• Interact with all levels of the target organization
• Deliver best in class use case specific demos to demonstrate the value of our solutions
• Understand accounts’ needs and effectively communicate how Celonis will meet those needs while ensuring 100% satisfaction with all customers
• Manage the sales-cycle including lead generation, qualification and other deliverables for closing deals while consistently delivering on sales goals

The qualifications you need:

• You have relevant work experience (3+ years) in enterprise software sales
• You have excellent written/verbal communication skills in Japanese and English
• You have ability to multitask, prioritize, and manage time effectively
• You have proven experience building pipeline.
• You have ability to take initiative
• You are comfortable working in a fast-paced and dynamic environment
• You are skilled in using relevant technology to maximize pipe generation and deal velocity
• You have ability to work, build and maintain relationships at all levels

What Celonis can offer you:

• The unique opportunity to work within a new category of technology, Execution Management
• Investment in your personal growth and skill development (clear career paths, internal mobility opportunities, mentorships, yearly development stipend)
• Great compensation and benefits packages (stock options, generous time off, family leave from day one, and more)
• Work from home support (mindfulness tools such as Calm, flexible working hours, virtual events, and workshops)
• A global and growing team of Celonauts from diverse backgrounds to learn from and work with
• An open-minded culture with innovative, autonomous teams
• Employee resource communities to help you feel connected, valued and seen (Black@Celonis, Women@Celonis, Parents@Celonis, Pride@Celonis, Resilience@Celonis, and more)

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

#LI-DH2

What Celonis can offer you:

• Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations.
• Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants.
• Unrivaled Family Support: 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.
• Work-Life Integration: 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.
• Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform.
• Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance.
• Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually.
• Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued.
• Value-Driven Impact: 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.

About Us:

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.

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.

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