• Manage your accounts from an existing customer perspective, land-and-expand is the typical model • Engage cross line-of-business at C-level and below • Drive Celonis Process Intelligence sales motions across the entire core enterprise value chain, with a focus on Finance, Supply Chain and other industry /customer specific use cases, translating core challenges into compelling, AI-enabled use cases that deliver measurable Execution Capacity. • Hold an individual revenue target for closing six-seven-figure deals within your accounts • Engage closely with partners e.g, consulting firms and SaaS vendors • Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners…

• Build, manage and close your own pipeline of companies that you believe will benefit from the dbt Cloud offering • Manage, and deepen the dbt Cloud footprint in existing accounts, optimizing our impact on these companies • Engage with technology partners and ecosystem service providers to optimize our impact and reach in the region • Lead and contribute to team projects that develop our sales process • Work with product to build and maintain the dbt Cloud enterprise roadmap

• Own and grow a defined set of enterprise accounts by driving upsell, cross-sell, and expansion opportunities. • Build and maintain trusted executive relationships through regular in-person engagement and consultative selling. • Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning. • Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI. • Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities. • Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework. • Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention.

Role Description The Account Executive – Professional Services is an enterprise sales leader responsible for originating and closing complex Professional Services engagements across both core retail and adjacent vertical markets. This role operates as a full-cycle deal owner, driving new business, expanding existing client relationships, and partnering cross-functionally to deliver high-value, data-driven consulting and analytics solutions. The Account Executive will: - Build and manage a qualified pipeline. - Shape solutions in collaboration with delivery and product teams. - Develop commercial models. - Lead contract negotiations through close. - Play a critical part in scaling Professional Services by attaching services to data and technology offerings. - Identify standalone opportunities and influence go-to-market strategy. Qualifications - 8–15+ years of enterprise sales experience, with a focus on professional services, consulting, managed services, or analytics-driven solutions. - Proven experience managing full-cycle sales, including prospecting, discovery, solution development, pricing, negotiation, and close. - Strong commercial and financial acumen, with hands-on experience building deal models and evaluating margin and delivery assumptions. - Experience negotiating contracts, including MSAs, SOWs, and procurement processes. - Demonstrated ability to influence senior stakeholders and navigate complex, multi-disciplinary buying environments. - Experience collaborating with account teams and aligning services sales with broader technology or data solutions. - Strong communication, presentation, and relationship-building skills. - Bachelor’s degree required; advanced degree preferred. Requirements - Stay Curious: Being hungry to learn and grow, always asking the big questions. - Seek Clarity: Embracing complexity to create clarity and inspire action. - Own the Outcome: Being accountable for decisions and taking ownership of our choices. - Center on the Client: Relentlessly adding value for our customers. - Be a Challenger: Never complacent, always striving for continuous improvement. - Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect, and integrity. - Commit to each other: Contributing to making Circana a great place to work for everyone. Benefits - Comprehensive package of benefits including paid time off. - Medical/dental/vision insurance. - 401(k) to eligible employees. - Bonus pay eligibility.