Associate Account Executive

The Team:

As an Associate Account Executive (AAE) in the Lunar Program, you are entering an elite, high-performance residency designed to transform high-potential sales talent into world-class Enterprise Account Executives. You will "ride shotgun" with field Account Executives on $1M+ deals while managing your own territory of "Land" opportunities in a partner-led resell motion. You will be measured on your ability to master the Celonis "Happy Path"—our gold standard for deal orchestration—and your progress through four distinct residency levels.

The Role:

The primary objective of the Associate Account Executive (Lunar Program) is to serve in an elite sales residency that bridges the gap between business development and full-cycle enterprise sales. Specifically, the role is designed to:

• Equip former BDRs for Closing Roles: Provide former Business Development Representatives with the skills, knowledge, experience, and tools necessary to excel in a selling role.
• Bridge the Performance Gap: Ensure participants are fully prepared to step into a professional selling role once they have completed the standard BDR program.
• Drive New Business Growth: Act as high-performing Account Executives on the New Business team who can independently drive business growth via a direct and partner-led resell motion.
• Master Complex Sales Cycles: Participants are tasked with identifying and engaging key decision-makers at the largest and most complex organizations in the world.
• Implement "Happy Path" Disciplines: Master fundamental sales methodologies such as MEDDPICC, forecasting, and account planning through real-world interactions and mentorship.

The work you’ll do:

• Evangelize the Platform: Act as a champion for the Celonis Process Intelligence Platform, showcasing its transformative capabilities to both new and existing customers.
• Master Sales Methodology: Develop deep proficiency in Celonis’ sales strategies, including MEDDPICC, forecasting, and territory & account planning.
• Own the Sales Cycle: Transition from prospecting to lead sales cycles on mid-market opportunities, gaining practical experience from Pain Discovery to Closed Won.
• Strategically Prospect: Use modern tools and creative strategies to connect with prospective clients and generate a robust pipeline for the New Business team.
• Support Complex Deals: Collaborate with experienced Sales Directors to shadow and actively participate in high-stakes sales motions. 
• Navigate the Partner Ecosystem: Collaborate with Territory Partner Managers to execute sales via Partner Contracts.

The qualifications you need:

• 2+ years of sales or business development experience in a SaaS organization.
• BA/BS from a top university or equivalent.
• Strong written and verbal skills, with the ability to engage senior stakeholders and tell a compelling, data-driven story.
• A results-driven attitude with a strong desire to exceed targets and a natural curiosity to understand complex business processes.
• Highly coachable and able to thrive in a dynamic, fast-paced environment.

Visa sponsorship is not offered for this role.