We're Celonis, the global leader in Process Mining technology and one of the world's fastest-growing SaaS firms. We believe there is a massive opportunity to unlock productivity by placing data and intelligence at the core of business processes - and for that, we need you to join us.
The VP, Revenue Operations & Strategy will be critical in optimizing and scaling our GTM operational metrics, processes, policies, and infrastructure to drive efficiency, consistency and growth at Celonis. This role will unify several key functions, including all revenue operations and analytics, under a single simplified structure that serves as the foundation of data-driven decision-making organization across the customer value chain.
Operating at the intersection of sales, finance, compensation and operations, this leader must bring an agile consultative and highly collaborative approach to influence stakeholders and drive alignment. The ideal candidate will champion a simplified and consistent revenue operations model, ensuring GTM teams operate with clarity, efficiency, and precision.l
You will contribute to the following areas:
The work you’ll do:
- Develop and execute a unified GTM strategy that establishes a clear operational roadmap that simplifies complex processes and enhances decision-making with a single source of truth.
- Drive revenue efficiency by establishing simplified, standardized frameworks to improve sales productivity, accelerate deal velocity, and optimize conversion rates across the funnel. Define and track key sales efficiency metrics such as quota attainment, sales cycle length, win rates, and implement improvements.
- Ensure consistency in forecasting by developing a repeatable and scalable revenue forecasting model with >90% accuracy by integrating real-time pipeline analytics, historical trends, and leading indicators. Ensure consistent forecasting across all sales segments.
- Optimize fiscal planning & execution, including capacity modeling, headcount planning, territory/account alignment, and incentive design.
- Align Cross-Functional Revenue teams by ensuring a seamless alignment between sales, marketing, finance, and value engineering to drive full-fullen optimization, customer retention, and fuel expansion.
- Establish a consistent operational cadence by building a predictable and repeatable business rhythm to track key performance metrics, including forecast accuracy, funnel analysis, and pipeline achievement.
- Simplify GTM processes and Policies by identifying inefficiencies and implementing streamlined policies and infrastructure that remove complexity and enhance execution.
- Lead reporting and insights by delivering clear, data-driven insights for QBRs, Board Meetings, Earnings Reports, and Analyst days.
- Develop a High-Performing Revenue Operations Team by building, mentoring, and leading a high-performing Revenue Operations team that operates with clarity, accountability, and consistency, ensuring scalable and repeatable success
The qualifications you need:
- 15+ years of proven experience in revenue operations within a high-growth SaaS environment
- Demonstrated success in scaling global GTM organizations of varying sizes and maturity
- Expertise in forecasting, sales efficiency and GTM strategy execution
- Strong analyticical mindset with experience in building dat-driven, scalable frameworks
- 2nd or 3rd line management experience, with multiple layers of management
- Ability to simplify complex processes and drive alignment across global teams
- Experience and comfort with regular presentations to the CEO and board
- Strong business acumen and a deep understanding of end-to-end revenue processes, including sales, marketing and finance.
- Exceptional communication and interpersonal skills, with the ability to influence and inspire at all levels of the organization.
- Experience with revenue enablement tools, CRM platforms (e.g., Salesforce), and proposal management software.
Total compensation package will include base salary + bonus/commission + equity + benefits (health, dental, life, 401k, and paid time off). Please note that the base salary range is a guideline, and that the actual total compensation offer will be determined based on various factors, including, but not limited to, applicant's qualifications, skills, experiences, and location.
What Celonis Can Offer You:
- Pioneer Innovation: Work with the leading, award-winning process mining technology, shaping the future of business.
- 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.
About Us:
Celonis makes processes work for people, companies and the planet. The Celonis Process Intelligence Platform uses industry-leading process mining and AI technology and augments it with business context to give customers a living digital twin of their business operation. It’s system-agnostic and without bias, and provides everyone with a common language for understanding and improving businesses. Celonis enables its customers to continuously realize significant value across the top, bottom, and green line. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide.
Get familiar with the Celonis Process Intelligence Platform by watching this video.
Celonis Inclusion Statement:
At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen.
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