Client Director - Strategic Life Sciences Account
The Client Director for Strategic Life Sciences Accounts at Celonis is a senior role within the sales organization, focusing on the long-term commercial success of key enterprise accounts. This position operates at the intersection of enterprise sales leadership and platform strategy, managing a select portfolio of large accounts to drive significant annual recurring revenue (ARR). The role involves close collaboration with Value Engineers, Client Value Partners (CVP), and Professional Services to foster growth and ensure sustained revenue over multiple years.
In this capacity, the Client Director is responsible for developing and maintaining strong executive relationships across the client's C-suite, including CEOs, CFOs, CSCOs, COOs, and CIOs. The primary objective is to transition accounts from addressing individual challenges to adopting the Celonis platform as a strategic Enterprise AI solution integral to the client's operations. This involves engaging in strategic discussions on business direction, platform investment, and overseeing multi-year transformation initiatives.
Key responsibilities include driving growth in ARR and net revenue retention (NRR) by creating and executing expansion roadmaps that identify new business units, geographies, use cases, and platform capabilities. The role also entails leading commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with internal teams. Additionally, the Client Director works to translate platform adoption milestones into commercial momentum, ensuring that the Celonis platform becomes a foundational element of the client's AI strategy.
Candidates should have over 12 years of experience in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts generating over $5 million in ARR. A deep understanding of the Life Sciences industry is essential, enabling effective engagement with clients on industry-specific challenges and transformation priorities. Proven success in growing ARR within named accounts over multiple years, along with executive presence and credibility at the C-suite level, are critical. Experience in navigating complex enterprise transformations, such as ERP consolidations and cloud migrations, is also important.
The compensation package includes a base salary ranging from $211,250 to $250,000 USD, complemented by bonuses or commissions, equity, and a comprehensive benefits package. Benefits encompass health, dental, and life insurance, a 401(k) plan, paid time off, and parental leave. Additional perks include unlimited paid time off (PTO) in applicable regions, a flexible hybrid work model, and access to various learning and wellness programs.
Celonis fosters a culture of innovation and inclusivity, encouraging employees to contribute to the future of AI-driven business operations. The company offers opportunities for continuous growth through mentorship programs and a dedicated learning platform. Employees are also encouraged to participate in community and environmental initiatives, reflecting the company's commitment to social responsibility.