Case Study: Building Strategic
Enterprise Sales Capability Across DACH -
Client: Celonis,
Sector: Execution Management
SaaS,
Regions: Germany, Austria,
Switzerland
Celonis is the global leader in execution management, offering an intelligent system that helps enterprises uncover inefficiencies and optimise business processes at scale. As the pioneer of process mining, Celonis has spent over a decade redefining how companies run, combining deep data with real-time insights to drive results. During their critical hyper-growth phase, Andy and his team at his previous role became Celonis' exclusive partner for external hiring across the DACH region, focusing on strategic enterprise sales capability building.
As part of its hyper-growth phase, Celonis aimed to significantly scale its presence across Germany, Austria, and Switzerland. Despite having a robust internal recruitment team and working with multiple external agencies, the quality of applicants wasn't matching the company's ambition.
Low-fit CVs flooding hiring managers, wasting time
Candidates not meeting company's ambitious standards
Multiple agencies diluting the applicant journey
Need for rapid expansion across German-speaking markets
After a successful trial, Andy's team became Celonis' exclusive partner for external hiring in Germany and Switzerland for enterprise sales roles, taking a search-led, deeply consultative approach.
Understanding Celonis' culture, vision, and team structure
Direct collaboration with hiring managers on ideal profiles
Focused searches across German-speaking markets
Only fully qualified, high-fit candidates presented
With headquarters in Munich and a rapidly growing global presence, Celonis is one of Europe's most valuable tech companies, backed by over $1B in Series D funding.
A deeply consultative, search-led approach focused on delivering high-quality enterprise sales talent across Germany, Austria, and Switzerland during Celonis' critical hyper-growth phase.
Invested time to understand Celonis' culture, vision, and team structure to ensure perfect candidate alignment.
Embedded directly with hiring managers to align on ideal candidate profiles and ensure strategic consistency.
Ran focused executive searches across the German-speaking market to identify top-tier enterprise sales talent.
Personally engaged with each candidate to assess career alignment, motivation, and cultural fit before presentation.
Partner Status Achieved
After a successful trial, Andy's team earned exclusive partner status for external hiring in Germany and Switzerland, replacing multiple agencies with a single, trusted solution.
Perfect execution and strategic alignment resulted in exclusive partnership status and a completely transformed hiring process for Celonis' DACH expansion.
Became Celonis' exclusive external partner for strategic GTM hiring in DACH region
Enabled hiring managers to save significant time by eliminating unqualified inbound
Delivered enterprise sales professionals who hit the ground running from day one
Improved candidate experience and brand perception throughout the hiring process
Consolidated hiring through one trusted partner, reducing inefficiencies
Faster hiring process with higher quality outcomes and consistent experience
Supported Celonis in building internal recruitment function, then handed over in-house
Helped lay groundwork for continued expansion, now backed by over $1B in Series D funding
Rather than relying on volume or surface-level screening, Andy's team took a search-led, deeply consultative approach, investing in relationships, not just resumes.
By presenting only high-quality, fully qualified candidates to internal stakeholders, Andy's team solved Celonis' quality bottleneck during their critical growth window.
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