UK Only Job Description Template

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 Global Sales Excellence Leader will work as part of the GTM Programs and Sales Enablement team, reporting to the VP GTM Programs and Sales Enablement. This role is the strategic and operational leader responsible for defining, designing, and driving the adoption of sales methodologies and GTM engagement frameworks across Celonis' selling organization. This person is the keeper of sales best practices and works across all sales functions to ensure consistent, effective execution.

This role owns the strategy, design, and execution of our sales methodologies and GTM engagement models. You will lead the thinking around how our sales teams execute, how they engage with customers, and how we enable them to do both effectively. You will deeply understand our current methodology adoption, usage patterns, and gaps—then design and drive improvements. You will ensure that our CRM, tech stack, and enablement resources are all aligned to support the methodology and drive consistent execution at scale globally.

• Define and articulate the sales methodology and GTM engagement framework for Celonis; establish clarity on how we sell and engage

• Assess current methodology adoption, usage, and effectiveness; identify gaps and barriers to consistent execution

• Design training, coaching, and enablement approaches that drive methodology adoption and consistent application across the sales team

• Own the methodology roadmap; plan evolution of our approach as the business grows and market dynamics shift

• Ensure alignment between sales methodology, CRM structure, reporting, and tech stack; identify and prioritize changes needed to support execution

• Partner with IT and sales operations to shape tech stack decisions that ladder up to methodology and enablement goals

• Develop and communicate best practices and playbooks that reflect our methodology and the way we want our teams to sell

• Work with sales leadership to gather feedback on methodology effectiveness and barriers to adoption; iterate and improve

• Design and deliver training and coaching programs for reps, managers, and sales leaders on methodology, execution, and engagement

• Create measurement frameworks that track methodology adherence, usage, and impact on business outcomes

• Partner cross-functionally with Marketing, Product, and Customer Success to ensure alignment on messaging, engagement strategy, and customer journey

• Significant experience in SaaS and/or AI-oriented tech companies, in roles focused on sales methodology, sales excellence, or sales operations

• Deep expertise in enterprise SaaS sales methodologies and frameworks (Sandler, Challenger, MEDDIC, SPICED, etc.); demonstrated experience rolling out and driving adoption

• Strong understanding of how sales processes work end-to-end; clarity on roles, handoffs, and activities that