The Team:

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.

The Role:

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.

The work you’ll do:

• 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

The qualifications you need:

• 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 drive pipeline and close rates
• Experience designing and delivering sales training and coaching programs that drive behavior change and improve execution
• Knowledge of CRM systems (particularly Salesforce) and how to structure them to support methodology and drive adoption
• Familiarity with sales tech stacks and how different tools (engagement platforms, dialer, intelligence tools) support or hinder methodology execution
• Ability to influence across the organization without direct authority; strong partnership and stakeholder management skills
• Analytical mindset with ability to define and track metrics that reflect methodology effectiveness and business impact
• Excellent communication and training skills; ability to make complex concepts clear and compelling to diverse audiences
• Execution-focused with ability to manage competing priorities and maintain focus on core methodology principles as the business evolves
• Global mindset with ability to design scalable, repeatable approaches while adapting for regional differences