Account Executive - Public Sector Germany - Defense (Bundeswehr)

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet. The Team: Celonis grew up with the private sector: Deutsche Telekom, Mercedes-Benz, Uniper and three quarters of the DAX companies rely on Celonis Process Intelligence. Now we are taking the next big step in Germany: scaling our business with the public sector. To make this happen, Celonis is investing heavily through 2029 in its German public sector business. Over the past year, we have built our Public Sector team from the ground up. Today, a strong go-to-market core team of Account Executives and Value Engineers is in place, working with federal and state-level institutions. The Bundeswehr is one of our primary target organizations in the public sector. With our Celonis for Defense & Security initiative, presented at the Munich Security Conference 2026, we offer a sovereign and trusted platform that integrates data across systems and optimizes military processes along the entire value chain. This means higher operational readiness through optimized logistics and faster maintenance, repair and overhaul (MRO) cycles, greater resilience through end-to-end supply chain transparency, and faster IT modernization by connecting existing systems with modern AI applications. Building on our data analysis solution Metropolis, we also help connect information from a wide range of sources into a comprehensive situational picture, enabling faster and better-informed decisions during the actual mission. To drive this forward, we are now complementing our existing Public Sector team with a highly specialized Account Executive who brings first-hand experience from inside the organization we serve: the Bundeswehr. The Role: This is not a typical Account Executive role. You bring the perspective of someone who knows the Bundeswehr from the inside: how its structures work, how processes in logistics, maintenance or procurement really run, and how decisions are made and budgets are approved. You will use this credibility to build trusted relationships across the Bundeswehr and the defense ecosystem, and to position Celonis as a long-term partner for its digital transformation. Working closely with our Public Sector AEs, Value Engineers and product experts, you will translate the operational reality of the armed forces into compelling use cases, contribute to the creation of solution blueprints, drive opportunities from first conversation to signed contract, and help shape how Celonis enters and grows in this market. The Work you'll do: • Build and own relationships across the Bundeswehr – Army (Heer), Navy (Marine), Air Force (Luftwaffe) and Cyber and Information Domain Service (CIR) – and its ecosystem, e.g. the Federal Ministry of Defence (BMVg), the Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw) and BWI GmbH. • Engage with decision-makers from leadership, logistics, procurement, IT and digitalization. • Translate operational challenges into concrete, AI-enabled use cases with measurable impact, e.g. in logistics and supply, MRO and materiel readiness, supply chain resilience, procurement and IT modernization. • Bring the voice of the Bundeswehr into Celonis: share insights with our product, marketing and value engineering teams to sharpen our offering. • Own an individual revenue target and drive complex, long sales cycles to a successful close. • Navigate defense procurement and tender processes (e.g. VSVgV, framework agreements) together with our partners and internal experts. • Work closely with partners such as consulting firms, system integrators and defense IT providers. • Represent Celonis at public sector and defense events and conferences. The Qualifications you need: • Several years of professional experience within the Bundeswehr, e.g. as an officer or civilian employee, ideally in a leadership role and/or in logistics, procurement, IT, digitalization, planning or organizational development. • A solid network within the Bundeswehr and a deep understanding of its organization, decision-making and budget and planning processes (e.g. the procurement process CPM). • First-hand understanding of the process and data challenges in areas such as logistics, materiel readiness, maintenance or procurement. • A strong interest in moving into a commercial, customer-facing role. Prior experience in sales, business development or consulting is a plus, but not a must. We will support your onboarding into the sales role. • Strong affinity for technology, data and AI, and the ability to explain complex topics in a simple and convincing way. • Ability to build trusted relationships with senior stakeholders and to engage effectively at the leadership level. • Familiarity with defense procurement processes is a strong plus. • Grit, a hands-on mindset, and the drive to build something new. • Excellent communication and presentation skills in German (native or fluent) and very good English. • Willingness and eligibility to undergo a security clearance (Sicherheitsüberprüfung) if required by our customers. • Ability to adapt to a fast-moving, high-growth environment and approach challenges with positivity, creative thinking and a growth mindset. • Willingness to be collaborative and inclusive, to embrace diversity, and strong interpersonal skills #differentmakesusbetter • Ability to leverage internal resources and work as a team #bestteamwins #LI-SS6 What Celonis can offer you: • Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations. • Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants. • Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment. • Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration. • Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform. • Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance. • Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually. • Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued. • Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision. About Us: Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. 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. Use of Artificial Intelligence Tools We rely on an artificial intelligence tool to match the information from your resume to the relevant Celonis job descriptions. This processing is limited to the information provided in your resume or in your candidate profile. The tool produces a match score per candidate for a role, suggests preliminary ranking, and provides recommendations. 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