Head of Sales Programs - North America at Celonis

Raleigh, North Carolina, United States -

Full Time

Start Date

Immediate

Expiry Date

18 May, 26

Salary

0.0

Posted On

17 Feb, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Strategy, Sales Operations, GTM Leadership, Operating Model Design, Segmentation Framework, Sales Play Design, Player-Coach Leadership, Execution Excellence, Cross-Functional Orchestration, Governance, Executive Reporting, Enterprise Sales Motions, Forecasting, Value Engineering, Process Intelligence

Industry

Software Development

Description

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 Role You will operate as both architect and operator of the NAM sales programs engine. In this senior leadership role, you will own the regional operating model, designing and rolling out the segmentation, sales plays, and execution strategies that drive revenue. You will lead a lean, high-impact team of two Program Managers while personally driving complex cross-regional initiatives in a fast-paced environment. Key Responsibilities Strategy & Architecture: Own the end-to-end NAM sales program portfolio. Design the operating model, segmentation framework, and execution roadmap aligned with global GTM priorities. Sales Play Design: Create and deploy structured journeys for Account Executives and Managers (onboarding, ramp, coaching) that are differentiated by segment (e.g., Strategic vs. Scale) and industry. Player-Coach Leadership: Lead, coach, and align two regional Program Managers (East & Central/West) while personally executing high-priority initiatives and solving ambiguous execution problems. Execution Excellence: Drive measurable impact on pipeline health, deal quality, and win rates. Partner with Sales Leaders to diagnose gaps and deploy targeted interventions. Cross-Functional Orchestration: Act as the primary bridge between Sales, Enablement, Value Engineering, Strategy, and Marketing to ensure programs are field-ready and adoption-driven. Governance & Impact: Define the KPIs and governance model. Provide executive reporting on adoption, execution quality, and business outcomes. The Qualifications You Need Experience: 8–10 years in sales strategy, sales operations, or GTM leadership within enterprise software or SaaS. Execution Focus: Proven track record in a "player-coach" model—you can lead a team but also love getting your hands dirty in program design and delivery. Sales Acumen: Deep understanding of enterprise sales motions, account segmentation, forecasting, and the frontline manager cadence. Strategic Mindset: Experience designing segment-specific sales plays and continuous learning journeys. Soft Skills: Exceptional cross-functional influence, executive communication, and the ability to thrive in ambiguity. Experience working with Value Engineering/Presales is strongly preferred. Visa sponsorship is not offered for this role. 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.

Responsibilities

This senior leadership role involves owning the North American sales program engine, designing the regional operating model, segmentation, sales plays, and execution strategies to drive revenue. The individual will lead a small team while personally driving complex cross-regional initiatives and ensuring measurable impact on pipeline health and deal quality.