Senior Business Development Manager - New Business, UK & Europe

🌍 We’re making security suck less for developers. Security tools haven’t kept up with how software is built today. They interrupt teams, slow releases, and turn security into a bottleneck instead of a capability. We built Aikido to change that. Aikido builds developer-first security products that reduce real risk without getting in the way of shipping software. We focus on what actually matters and automate the rest. We’re taking on legacy security tools teams have been stuck with, and we’re winning. If you want to help us take market share and build products developers actually enjoy using, you’re in the right place. Founded in 2022 by third-time founders, Aikido has $85M in the bank and a long runway ahead. We’re building toward self-securing software. Join an all-star team. Take real ownership. Push boundaries. Build things that matter. As our Account Executive ENT y ou’ll drive new enterprise business, expand existing relationships, and secure long-term partnerships across engineering, DevOps, and security teams. You’ll prospect the right companies, run the deal end-to-end, and expand the relationship once they’re customers. You’ll sell directly to engineering, DevOps, and security teams and make sure Aikido becomes their default security platform. Responsibilities Own the full cycle for a defined list of enterprise targets from first touch to close. Build and deepen relationships with senior engineering, platform, and security leaders. Drive expansion within existing accounts in tight partnership with Customer Success and Product. Build tailored presentations and demos that show clear technical and business value. Align with marketing and alliances on account-based programs and partner-led motions. Maintain an accurate forecast and disciplined pipeline management in HubSpot. Represent Aikido in the field at industry and partner events. 6 to 10 years of SaaS sales experience, ideally in cybersecurity, DevSecOps, or developer tools. Consistent record of closing…

Publié 25 Oct 2026

Deine Mission – Own Your Success Du bist verantwortlich für die Gewinnung neuer Kunden und den Ausbau unserer Marktposition in Europa. Das Beste daran: Wir liefern dir qualifizierte Leads und konkrete Verkaufschancen. Du konzentrierst dich darauf, potenzielle Kunden zu begeistern, ihre Herausforderungen zu verstehen und Opportunities erfolgreich zum Abschluss zu bringen. Dabei verkaufst du keine austauschbare Software, sondern eine innovative KI-Lösung mit einem klaren, messbaren Mehrwert für unsere Kunden. Deine Aufgaben Own the Deal: Du verantwortest den gesamten B2B-Sales-Cycle – von der Übernahme qualifizierter Leads über Discovery und Produktdemo bis zur erfolgreichen Vertragsunterzeichnung. Turn Leads into Customers: Du verwandelst qualifizierte Interessenten in zufriedene Kunden, entwickelst deine Sales-Pipeline systematisch weiter und treibst Opportunities eigenverantwortlich zum Abschluss. Sell Value, Not Features: Du verstehst die Herausforderungen unserer Kunden und zeigst ihnen, wie unsere KI-Lösungen Prozesse optimieren, Zeit sparen und ihre Profitabilität verbessern. Deliver Great Demos: Du präsentierst unsere Software überzeugend und begeisterst Entscheider aus Geschäftsführung, Vertrieb, Kalkulation und Produktion. Build Relationships: Du baust nachhaltige Beziehungen zu Entscheidern in der Fertigungsindustrie auf und positionierst Imnoo als strategischen Technologiepartner. Drive Performance: Du steuerst deine Pipeline eigenverantwortlich, arbeitest mit klaren Vertriebszielen und optimierst kontinuierlich deine Conversion Rates und Abschlussquoten. Leverage Technology: Du nutzt moderne Sales-Tools, CRM-Systeme, Automatisierung und KI, um deinen Vertriebsalltag effizienter und erfolgreicher zu gestalten. Shape Our Future: Du bringst Kundenfeedback, Marktkenntnisse und eigene Ideen aktiv in unsere Produkt- und Go-to-Market-Strategie ein. Kurz gesagt: Wir liefern dir die Opportunities. Du machst daraus erfolgreiche Kundenbeziehungen und Abschlüsse – u…

Publié 22 Oct 2026

<div class=&quot;content-intro&quot;><p>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 AIs operational blind spots into operational clarity. Worlds 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 theres 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.</p></div><h4>The Team:</h4> <p>Celonis grew up with the private sector: Deutsche Telekom, Mercedes-Benz, Uniper and three quarters of the DAX companies rely on Celonis Process Intelligence. Now we are taking the next big step in Germany: scaling our business with the public sector. To make this happen, Celonis is investing heavily through 2029 in its German public sector business.</p> <p>Over the past year, we have built our Public Sector team from the ground up. Today, a strong go-to-market core team of Account Executives and Value Engineers is in place, working with federal and state-level institutions.</p> <p>The Bundeswehr is one of our primary target organizations in the public sector. With our <strong>Celonis for Defense &amp; Security</strong> initiative, presented at the Munich Security Conference 2026, we offer a sovereign and trusted platform that integrates data across systems and optimizes military processes along the entire value chain. This means <strong>higher</strong> <strong>operational readiness</strong> through optimized logistics and faster maintenance, repair and overhaul (MRO) cycles, greater resilience through end-to-end supply chain transparency, and faster IT modernizati…

Publié 22 Oct 2026