Client Director - Financial Services

Overview

Client Director for Financial Services accounts, owning the long-term commercial relationship and expansion of Celonis's most strategically important accounts and positioning the platform as a strategic enterprise AI pillar.

What you'll do

• Serve as the primary executive point of contact across the C-suite (CEO, CFO, CSCO, COO, CIO), building relationships that 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.
• 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.
• Proactively identify and mitigate commercial risk, including sponsor departures, competitive displacement, implementation fatigue and budget consolidation.
• Ensure multi-threaded executive relationships and a documented value story that survives leadership transitions.
• Codify account strategies, expansion motions and transformation navigation approaches into reusable assets for the Strategic Accounts practice.
• Maintain a disciplined account plan, pipeline strategy and coverage against growth targets, and forecast accuracy across a small, complex account set.

What you'll need

• 12+ years in enterprise SaaS sales or strategic account management.
• 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.
• Demonstrated track record of growing ARR within named accounts over multi-year horizons, expanding platform footprint rather than 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.
• Proven ability to work in a team-selling model alongside value engineering, professional services, partners and extended GTM teams.

Nice to have

• Preferred: direct experience with large financial institutions leading transformation initiatives or acting as a strategic consultant or Client Director.
• Strongly preferred: background in ERP, Supply Chain, Finance transformation or AI-native enterprise platforms.
• A plus: familiarity with agentic AI, automation or intelligent process orchestration.

Details

• Location: Remote, US, New York; base salary range $211,000 to $250,000 USD for New York.
• Full-time schedule.
• Expected to spend the majority of time in the field meeting with clients.
• Visa sponsorship is not offered for this role.