Sales Director EMEA

Make is the platform to manage all your automations and AI agents in one visual landscape – for teams driving business impact without relying on developers. Part of Celonis, a global leader in process intelligence recognized on the Forbes Cloud 100 for seven consecutive years, we're headquartered in Prague, Czechia, with hubs in Madrid, Munich, Raleigh, and Pristina, and teams across the UK, France, India, and the Netherlands, among other locations.

EMEA is Make’s largest and most strategic region, spanning Benelux, the Nordics, DACH, the UK, France. We are looking for a Sales Director to lead the EMEA Sales team through its next chapter: sharpening the motion that got us here, while building the one that will take us into the AI Transformation era.

Reporting directly to VP of Revenue, this is a senior leadership role, owning strategy and execution for sales across EMEA. You will lead a team of 12, including one or two Team Leads, and will be accountable for both new business and expansion revenue across the region’s core markets.

The role carries a deliberate dual mandate:

• Run today’s motion better and more efficiently – accelerate and improve the existing new‑business and land‑and‑expand engine across EMEA.
• Build tomorrow’s motion – stand up a new go‑to‑market approach for the AI era, where Make is sold and adopted as the “glass box” platform for building and managing AI workflows and agents across the company, with larger ARR and ACV per deal.

Beyond the number, this person is expected to act as a true market leader for EMEA – hiring and coaching Account Executives, setting the hunting culture and standards for the region, and aligning the wider go‑to‑market team around a shared plan to win.

Lead & Scale the Team

• Lead, coach, and develop a team of 12 across EMEA, including sales reps, BDRs and Team Leads, instilling a hunter’s mindset and rigorous commercial discipline.
• Recruit and onboard new talent as the team scales, raising the bar for sales execution.
• Build a culture of excellence, ownership and customer obsession.
• Set territory, coverage, and capacity plans across EMEA.

Drive New Business & Expansion

• Own the strategy and the number for new‑logo acquisition and account expansion across EMEA.
• Champion a consumption‑based, land‑and‑expand approach – land new accounts, then multi‑thread and grow them into larger, more strategic customers.
• Lead sales motions across the full spectrum: top‑down deals into CIOs, CFOs, CDOs, CTOs, and CEOs in parallel to bottom‑up high‑velocity product‑led sales.

Lead the Market

• Partner closely with Marketing, Partnerships, Value Engineering and Product to shape the regional go‑to‑market strategy.
• Act as the senior voice for EMEA, share market intelligence from the region to sharpen Make’s global strategy.

• Extensive experience in new‑business “hunting,” with a proven track record leading a team that did the same.
• Experience growing and expanding existing customer accounts.
• Strong understanding of consumption‑based business models and land‑and‑expand strategy.
• Experience developing one or more of the following markets:
  France, DACH, or the UK.
• Experience in selling within or leading a sales organization that sells into CIOs, CFOs, CDOs, CTOs, and CEOs, while also understanding bottom‑up motion, multithreading, complex sales cycles, and high‑velocity sales.
• Deep familiarity with EMEA go‑to‑market dynamics across Benelux, the Nordics, DACH, the UK, and France.
• Hungry, and genuinely energized by the startup world – someone who hustles and hunts for business every day.
• Comfortable operating with ambiguity: building a new motion while running and improving an existing one.
• Strong ownership: turning strategy into action, setting the plan and assuring execution across the region.

• RSUs grant in a rapidly growing company raising its value every day.
• Multinational team with 42 nationalities creating the future of automation.
• Learning & Development plan (online language, professional courses, conference tickets and other trainings) & 2 Company Learning Days per year.
• 1 Company Impact Day per year.
• 25 days of vacation.
• 10 care days to care for your loved ones.
• R…