COMMAND DASHBOARD
Company snapshot: Dominant process mining platform, valued at $11–$13B, IPO expected in 2026. AI-powered process intelligence serving Fortune 500 enterprises globally. Revenue undisclosed but at scale for a company of this valuation and enterprise footprint.
CRO vacancy: Miguel Milano departed for Salesforce (President & CRO) — a significant leadership gap in the revenue organization at the exact moment IPO scrutiny demands predictable, clean revenue numbers.
GTM reorganization underway: Ashling Kearns appointed Global GTM COO in February 2025, consolidating marketing, CX, sales enablement, and programs. This signals a fundamental rewrite of the commercial playbook — Directors hired now will shape what the new playbook looks like.
Cost discipline mandate: Leadership has publicly stated "very careful on cost management." They slowed hiring and became selective. They are not looking for headcount; they are looking for efficiency multipliers.
Category awareness problem: Process mining is technically understood but not boardroom-fluent. Sales cycles run 6–12+ months because prospects require education before they understand value. Every month of cycle time is a drag on the pre-IPO revenue story.

Celonis’s revenue risk is not product quality — it’s that the sales infrastructure has not been rebuilt for the IPO chapter. The CRO is gone. The GTM is being restructured. And the company needs Directors who can do two things simultaneously: compress a 9-month sales cycle using automated proof-of-value sequences, and translate process intelligence into CFO-level financial language without relying on technical champions. No traditional sales director can do both. What is needed is someone who can build AI-powered deal acceleration infrastructure — automated ROI modeling, multi-stakeholder outreach coordination, proof-of-value sequencing — while simultaneously coaching a team to sell to the C-suite in margin language, not mining language. Every quarter that cycle times stay at 9 months is a quarter of revenue that misses the IPO window.

Days 1–90Q1 — FOUNDATION
Days 91–180Q2 — BUILD
Days 181–270Q3 — SCALE
Days 271–365Q4 — OPTIMIZE
Conservative

$22M North America closed ARR

Target

$32M North America closed ARR

Stretch

$45M — if the 90-day proof-of-value methodology achieves broad adoption and IPO creates a demand surge

Strategic Summary

Core Opportunity

Celonis is the dominant process mining platform at $11–$13B valuation with IPO expected in 2026, but the CRO has departed, GTM is being restructured, and 9-month sales cycles are dragging on the pre-IPO revenue story. Cost discipline means they need efficiency multipliers, not headcount.

Execution Thesis

Deploy AI-powered deal acceleration — automated ROI modeling, proof-of-value sequencing, multi-stakeholder coordination, and competitive displacement automation — to compress sales cycles from 9 months to under 90 days and deliver $22M–$45M in North America closed ARR with IPO-grade forecast accuracy.

Production systems, not theory. Revenue captured, not demos given.