Client Director - Financial Services

About the role

The Client Director of Celonis’s Financial Services accounts is responsible for developing, maintaining, and expanding resilient sponsorship and sticky business critical use cases across the client’s business. This role requires the ability to move accounts from solving individual pain points to embedding Celonis as a strategic platform within the client’s operations. The Client Director engages at the C-suite level on business strategy, platform investment, and multi-year transformation.

Responsibilities

• Serve as the primary executive point of contact across the C-suite—CEO, CFO, CSCO, COO, CIO—building relationships that transcend any individual deal cycle and anchor Celonis to the customer’s long-term strategic agenda.
• Develop and execute a structured expansion roadmap—identifying new business units, geographies, use cases, and platform capabilities that compound ARR over time.
• Lead commercial negotiations for expansions, renewals, and multi-year enterprise agreements in partnership with Deal Desk and Legal.
• Translate adoption into commercial momentum: Partner with the CVP and Value Engineering teams to convert adoption milestones and realized value into renewal confidence and expansion urgency.
• Own executive business reviews that are forward-looking and commercially anchored.
• Position Celonis within the customer's AI strategy—connecting Process Intelligence to their LLM, automation, and agentic AI investments so the platform becomes a foundational data and orchestration layer, not a point solution.
• Protect through transformation: Proactively identify and mitigate commercial risk: sponsor departures, competitive displacement, implementation fatigue, and budget consolidation. Ensure multi-threaded executive relationships and a documented value story that survives the leadership transitions common in large enterprise accounts.
• Scale the practice: Codify account strategies, expansion motions, and transformation navigation approaches into reusable assets for the broader Strategic Accounts practice.

Requirements

• 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR.
• Deep industry expertise in Financial Services— with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities.
• PREFERRED: Direct experience with large financial institutions leading transformation initiatives or acting as a strategic consultant or Client Director.
• Demonstrated track record of growing ARR within named accounts over multi-year horizons—expanding platform footprint, not just renewing contracts.
• Executive presence and credibility at the C-suite level—able to lead strategic conversations with CFOs, COOs, and CIOs and influence large, complex buying decisions.
• Experience navigating enterprise transformations—ERP consolidations, cloud migrations, M&A, organizational restructuring—without losing commercial momentum.
• Fluent in business case construction: ROI modeling, TCO analysis, and value benchmarking at a level that withstands CFO scrutiny.
• Comfortable with long deal cycles and ambiguity; skilled at managing internal and external stakeholders across 12–24+ month expansion arcs.
• Background in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms strongly preferred; familiarity with agentic AI, automation, or intelligent process orchestration a plus.

Qualifications

• You need 12+ years in enterprise SaaS sales or strategic account management, with at least 5 years managing accounts with $5M+ ARR.
• You must have deep industry expertise in Financial Services— with the credibility to engage customers on industry-specific challenges, benchmarks, and transformation priorities, not just platform capabilities.
• PREFERRED: Direct experience with large financial institutions leading transformation initiatives or acting as a strategic consultant or Client Director.
• You should have a demonstrated track record of growing ARR within named accounts over multi-year horizons—expanding platform footprint, not just renewing contracts.
• You must possess executive presence and credibility at the C-suite level—able to lead strategic conversations with CFOs, COOs, and CIOs and influence large, complex buying decisions.
• You should have experience navigating enterprise transformations—ERP consolidations, cloud migrations, M&A, organizational restructuring—without losing commercial momentum.
• You need to be fluent in business case construction: ROI modeling, TCO analysis, and value benchmarking at a level that withstands CFO scrutiny.
• You should be comfortable with long deal cycles and ambiguity; skilled at managing internal and external stakeholders across 12–24+ month expansion arcs.
• Your background should include experience in ERP, Supply Chain, Finance transformation, or AI-native enterprise platforms, with familiarity in agentic AI, automation, or intelligent process orchestration being a plus.