On-site
SaaS
greenhouse
About this role
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 Team:
On the Business Development Team you will be on the front lines of our growth, helping to expand our market presence by identifying and engaging with key decision-makers at the largest and most complex organizations in the world.
The Role:
Our Business Development Representative's main focus is to identify, develop, and create new enterprise business opportunities in new and existing accounts for 1-2 Account Executives in specific verticals within the US.
The work you’ll do:
- Evangelize the Platform: Act as a champion for the Celonis Process Intelligence Platform, showcasing its transformative capabilities and articulating its value proposition to both new and existing customers.
- Strategically Prospect: Use modern tools and creative strategies to connect with prospective clients via cold calls, email, and social channels.
- Generate Pipeline: Drive sales growth by setting up qualified meeting
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Requirements at a Glance
Typical Day — BDR
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Inherit existing accounts
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you qualify inbound leads?
Template questionDescribe your approach to multi-threading into an account.
Template questionHow do you prioritize your pipeline?
Template questionSales Development roles are ideal stepping stones — top SDRs typically promote to AE within 12-18 months.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
The US market offers the highest OTE potential globally for sales professionals, with a highly competitive talent landscape.
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