Account Executive - Public Sector

📋 Description

• • Own the full sales cycle for state, local, and federal agencies—prospecting through close—while evangelizing Celonis’ market-leading Process Mining platform that turns every public-sector process into a strategic asset.
• • Build and execute territory plans that map agency pain points (procurement delays, grant compliance, fraud detection, citizen-service bottlenecks) to measurable value delivered by Celonis, using data-driven business cases that resonate with CFOs, CIOs, and mission owners alike.
• • Run multi-stakeholder discovery workshops with program directors, auditors, and IT leaders to surface hidden process friction; translate findings into tailored demos and ROI models that secure executive sponsorship and fast-track procurement.
• • Navigate complex public-sector buying cycles—RFPs, sole-source justifications, security reviews, FedRAMP, StateRAMP, CJIS, FISMA—while partnering with Celonis’ compliance, legal, and channel teams to shorten time-to-revenue without compromising governance.
• • Quarter-back virtual and on-site proof-of-value engagements that load real agency data into Celonis, surface millions in savings or compliance risk reduction, and convert skeptical civil servants into vocal champions who reference your work across departments.
• • Collaborate with marketing to land targeted ABM campaigns, speaking slots at NACo, GFOA, and AFCEA events, and thought-leadership content that positions you as the go-to process-transformation expert for public-sector leaders.
• • Mentor junior reps and SDRs on value-selling techniques, public-sector procurement, and security questionnaire best practices, multiplying the impact of your wins across the broader Public Sector sales pod.
• • Maintain pristine Salesforce hygiene, forecast accuracy within 5 %, and a 3x pipeline coverage ratio, ensuring predictable revenue that fuels continued investment in public-sector innovation at Celonis.
• • Champion customer success post-sale by looping in delivery architects and customer success managers, guaranteeing agencies realize promised ROI and renew at higher tiers—turning single-department deployments into enterprise-wide mandates.
• • Stay ahead of federal modernization mandates (FITARA, MGT Act, TMF), state IT consolidation trends, and local government digital-service initiatives so you can proactively surface new use cases and budget lines before competitors even know they exist.