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Salary: USD 211,250 - 250,000 / annual
Celonis is seeking a Client Director for a strategic Life Sciences account in New York. This is a senior sales leadership role focused on the long-term commercial trajectory of one of Celonis's most strategically important accounts. You will own a focused portfolio of large accounts generating significant ARR and work in close partnership with Value Engineers, Client Value Partners, and Professional Services to grow, protect, and compound revenue over multi-year horizons.
In this role, you will serve as the client's most senior commercial partner, engaging at the C-suite level (CEO, CFO, CSCO, COO, CIO) on business strategy, platform investment, and multi-year transformation. You own the commercial relationship and expansion strategy while CVPs focus on value realization and adoption.
Key responsibilities include:
- Owning the commercial relationship as the primary executive point of contact, building relationships that transcend deal cycles and anchor Celonis to the customer's long-term strategic agenda
- Developing and executing a structured expansion roadmap to identify new business units, geographies, use cases, and platform capabilities that compound ARR over time
- Leading commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal
- Partnering with CVP and Value Engineering teams to convert adoption milestones into renewal confidence and expansion urgency
- Positioning Celonis as a strategic platform within the customer's AI strategy, connecting Process Intelligence to their LLM, automation, and agentic AI investments
- Proactively identifying and mitigating commercial risk including sponsor departures, competitive displacement, implementation fatigue, and budget consolidation
- Codifying account strategies, expansion motions, and transformation approaches into reusable assets for the broader Strategic Accounts practice
- Maintaining disciplined account planning, pipeline strategy, and forecast accuracy
Celonis is the trusted platform to industrialize Enterprise AI, powered by the Celonis Context Model which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise. The company is headquartered in Munich with offices in New York and 20+ locations worldwide.
QUALIFICATIONS:
- 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR
- Deep industry expertise in Life Sciences with credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities
- Preferred: direct experience with Life Sciences accounts, leading transformation initiatives, or acting as a strategic consultant or Client Director
- Demonstrated track record of growing ARR within named accounts over multi-year horizons, expanding platform footprint beyond renewals
- Executive presence and credibility at the C-suite level, able to lead strategic conversations with CFOs, COOs, and CIOs
- Experience navigating enterprise transformations (ERP consolidations, cloud migrations, M&A, organizational restructuring) without losing commercial momentum
- Fluency in business case construction: ROI modeling, TCO analysis, and value benchmarking at CFO-scrutiny level
- Comfort with long deal cycles and ambiguity; skilled at managing internal and external stakeholders across 12–24+ month expansion arcs
- Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms strongly preferred
- Familiarity with agentic AI, automation, or intelligent process orchestration a plus
- Proven ability to work in team-selling model alongside value engineering, professional services, partners, and extended GTM teams
