Head of Sales Programs - North America

Celonis • Raleigh, NC

13d • Hybrid

About The Position

We're Celonis, the global leader in Process Intelligence technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing AI, data and intelligence at the core of business processes - and for that, we need your help. Care to join us?
The Role
You will operate as both architect and operator of the NAM sales programs engine. In this senior leadership role, you will own the regional operating model, designing and rolling out the segmentation, sales plays, and execution strategies that drive revenue. You will lead a lean, high-impact team of two Program Managers while personally driving complex cross-regional initiatives in a fast-paced environment.

Requirements

• Experience: 8–10 years in sales strategy, sales operations, or GTM leadership within enterprise software or SaaS.
• Execution Focus: Proven track record in a "player-coach" model—you can lead a team but also love getting your hands dirty in program design and delivery.
• Sales Acumen: Deep understanding of enterprise sales motions, account segmentation, forecasting, and the frontline manager cadence.
• Strategic Mindset: Experience designing segment-specific sales plays and continuous learning journeys.
• Soft Skills: Exceptional cross-functional influence, executive communication, and the ability to thrive in ambiguity.

Nice To Haves

• Experience working with Value Engineering/Presales is strongly preferred.

Responsibilities

• Strategy & Architecture: Own the end-to-end NAM sales program portfolio. Design the operating model, segmentation framework, and execution roadmap aligned with global GTM priorities.
• Sales Play Design: Create and deploy structured journeys for Account Executives and Managers (onboarding, ramp, coaching) that are differentiated by segment (e.g., Strategic vs. Scale) and industry.
• Player-Coach Leadership: Lead, coach, and align two regional Program Managers (East & Central/West) while personally executing high-priority initiatives and solving ambiguous execution problems.
• Execution Excellence: Drive measurable impact on pipeline health, deal quality, and win rates. Partner with Sales Leaders to diagnose gaps and deploy targeted interventions.
• Cross-Functional Orchestration: Act as the primary bridge between Sales, Enablement, Value Engineering, Strategy, and Marketing to ensure programs are field-ready and adoption-driven.
• Governance & Impact: Define the KPIs and governance model. Provide executive reporting on adoption, execution quality, and business outcomes.

Benefits

• Accelerate Your Growth: Benefit from clear career paths, internal mobility, a dedicated learning program, and mentorship opportunities.
• Receive Exceptional Benefits: Including generous PTO, hybrid working options, company equity (RSUs), comprehensive benefits, extensive parental leave, dedicated volunteer days, and much more.
• Prioritize Your Well-being: Access to resources such as gym subsidies, counseling, and well-being programs.
• Connect and Belong: Find community and support through dedicated inclusion and belonging programs.
• Make Meaningful Impact: Be part of a company driven by strong values that guide everything we do: Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future.
• Collaborate Globally: Join a dynamic, international team of talented individuals.
• Empowered Environment: Contribute your ideas in an open culture with autonomous teams.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed