The opportunity
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.
What you'll do
Lead the annual GTM planning process; coordinate across all business: functions to build an integrated, bottom-up and top-down plan that balances growth with profitability
Develop and maintain territory and segment strategy; design territory: structures that optimize for pipeline generation, ACV/ARR growth, and team productivity
Define and refine GTM ratios (AE to SDR, territories to manager, etc.);: analyze performance and recommend adjustments to optimize resource allocation
Conduct role and organizational design analysis; think through optimal: coverage models, account assignments, and team structures to drive business outcomes
Build and maintain planning systems and frameworks; ensure consistency and: rigor in how we approach planning, modeling, and decision-making
Develop and test custom models and scenarios to stress-test plans; guide: leadership through trade-offs and help them understand implications of different strategic choices
What they're looking for
- Coordinate cross-functional stakeholder alignment on the plan; facilitate: discussions with Sales, Marketing, Customer Success, and Finance to build buy-in and ensure feasibility
- Communicate the plan cascading priorities, resource allocation, and expected: outcomes to the broader organization
- Lead GTM strategy initiatives and programs throughout the year, such as: Global Accounts strategy and operations, New Logo go-to-market approach, market expansion planning, channel and partner strategy
- Develop and maintain critical business reporting and dashboards; track plan: versus actual, highlight variances, and provide insights to guide course corrections
