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Celonis is seeking a Client Director to own the long-term commercial relationship and expansion strategy for Chevron, one of the company's most strategically important accounts. This is a senior sales leadership role focused on growing and protecting significant ARR through multi-year transformation initiatives.
You will serve as the primary executive point of contact across Chevron's C-suite (CEO, CFO, CSCO, COO, CIO), building relationships that anchor Celonis to the customer's long-term strategic agenda. Your primary objective is to develop and expand resilient sponsorship and business-critical use cases across the client's organization, moving them from solving individual pain points to adopting Celonis as an Enterprise AI platform of record.
Key responsibilities include: owning the commercial relationship and driving ARR and NRR growth through a structured expansion roadmap that identifies new business units, geographies, use cases, and platform capabilities; translating adoption milestones into commercial momentum by partnering with Client Value Partners and Value Engineering teams; positioning Celonis within Chevron's broader AI strategy as a foundational data and orchestration layer; proactively identifying and mitigating commercial risks such as sponsor departures, competitive displacement, and budget consolidation; and codifying account strategies and expansion motions into reusable assets for the broader Strategic Accounts practice.
You will lead executive business reviews, manage commercial negotiations for expansions and renewals, and maintain disciplined account planning and pipeline strategy. The role requires navigating long deal cycles (12–24+ months) and complex enterprise transformations while maintaining forecast accuracy and growth targets across a small, focused account set.
Required qualifications: 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing $5M+ ARR accounts. Deep industry expertise in oil & gas with credibility to engage on industry-specific challenges and transformation priorities. Demonstrated track record of growing ARR within named accounts over multi-year horizons. Executive presence and credibility at C-suite level. Experience navigating enterprise transformations (ERP consolidations, cloud migrations, M&A, organizational restructuring). Fluency in business case construction, ROI modeling, TCO analysis, and value benchmarking. Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms strongly preferred.
