Why Become a BDR at Celonis?

But what’s it really like to be a BDR at Celonis? And why do so many of our sales leaders start their journey here? We sat down with current and former BDRs, now in leadership, enterprise sales, and strategic roles, to share their experiences and advice.

IMG_6771.jpg

What’s it really like to be a BDR at Celonis?

BDRs at Celonis wear many hats, researcher, relationship builder, storyteller, and problem solver, all while learning the fundamentals of enterprise sales.

Sydney Gurock, now an Enterprise AE, in Florida says:

“Being a BDR at Celonis was the best decision I ever made. It taught me work ethic, and that running a process yields reward. It also taught me confidence in networking, reaching out, and facing rejection. The majority of your role is rejection (cold calls, being hung up on) you definitely need tough skin and discipline to become a top BDR at Celonis.”

David Wagner, now a Strategic Account Executive in Washington D.C, remembers:

“Our job as a BDR was to be on the frontlines of the [virtual] marketplace, introducing and educating prospective customers at big companies about what Celonis Process Mining is, the transformational business value it unlocks, and why they should be using it. It wasn’t always easy, but it was always a great feeling to book a meeting with a promising prospect and plant the seeds for a new client relationship.”

Rodrigo Mejía Fonseca, BDR in Madrid, describes it as much more than standard outreach:

“It involves the typical BDR things, cold calling, prospecting, emailing, but at the same time it’s so much more. You need to understand business processes, industries, the challenges executives face, and how Celonis can help solve them. Instead of just pushing a product, you focus on empathy and curiosity to really fix their pains.”

For Aaron Raymer, Senior Business Development in Raleigh, the role is all about teamwork:

“Working closely with AE/VE counterparts to start conversations in prospective accounts. I am focused on helping us land net new accounts and expand our existing customer base.”

DSC05896 - Rodrigo Mejía Fonseca.jpg Untitled design (16).png

Why join Celonis?

For many, the pull is equal parts technology and opportunity.

Ryan Gold, VP of Global Business Development, recalls:

“When I joined in 2017 Celonis had only been in the US market a year, but the impact and value we were bringing to customers even in those early days was immediately clear… I remember thinking, ‘wow, this is going to have a massive impact on how these organizations run.’”

Amy Cooperstock, Senior Manager Business Development in NYC, was drawn to the product itself:

“I was very impressed with the technology. After watching a demo video I immediately saw the value the technology brings. I also was very impressed with the caliber of customers that were turning to Celonis.”

Sydney joined at just the right time:

“In 2019 it was an up and coming product and I wanted to join the rocketship.”

David’s explains what attracted him to Celonis:
“What attracted me to Celonis was its unique value proposition and category-defining technology. It’s far better to be in a league of your own than to compete over a commoditized product. Beyond that, the transformational nature of the technology — and the opportunity to be on the front lines introducing it to the market at a fast-growing company in a nascent, high-potential industry - made it a compelling opportunity”

Rodrigo shares how he discovered both the company and industry:
“I had never heard of Celonis before, but once I did, the game changed. I realized the amazing potential this technology has for companies and the world, helping them really understand processes and unlock value with the data they already have.”

IMG_5956.jpg

The BDR role as a launchpad

Almost everyone agrees, being a BDR at Celonis is one of the best stepping stones to a long-term career here.

​​For Rodrigo, the role is the ultimate stepping stone:

“At first I wasn’t sure how the BDR role would fit into my career path. Then I realized it’s the best stepping stone. It teaches hard work, discipline, grit, and emotional intelligence, and shows you how to ask questions, stay curious, and use empathy to bring value. These skills will be invaluable in my life.”

Sydney explains:

“Being a BDR is imperative to being a successful Account Executive. You ALWAYS need active pipegen and need to be able to find that business yourself, qualify, run discovery, etc. Business doesn’t close without a first call.”

Olivia Candeloro, now a Manager in Business Development in Raleigh, agrees:

“The BDR role is a great stepping stone into any customer or people facing role at Celonis, or any other organization that focuses on the enterprise.”

Aaron sees it as foundational:

“I see this role as setting my foundations to be an enterprise seller.”

David adds:

“If you’re able to succeed in the role, you are well positioned to rise within the company and ultimately build a successful career for yourself.”

Group_pic.jpeg Untitled design (15).png

Culture: Competitive, collaborative, and committed

The work is challenging, but you’re never doing it alone.

Olivia describes the team as:

“Very competitive, but also extremely collaborative.”

Amy says:

“The team is collaborative, supportive, competitive and fun! Everyone is always looking for ways to succeed, but also to help the team around them.”

Rodrigo highlights how unique the BDR culture is:

“The culture on my team is amazing. From being young, ambitious and ready to learn, to being disciplined and always helpful, it will be hard to find another team like this. Everyone is excited to see each other, help one another, and lift each other up.”

Ryan sums it up:

“We’re a dynamic, multicultural team that embraces a spirit of development and healthy competition, pushing one another to always improve and achieve while genuinely rooting for one another along the way. A rising tide truly lifts all boats here.”

IMG_3334.jpg

Advice for aspiring BDR’s

• Sydney: “Be dedicated to the company goals and your personal goals… if you’re eager to learn, work hard, and continually upskill you are at the right place.”

• Ryan: “Be curious, stay hungry, and keep learning. Pipeline is the lifeblood of sales.”

• Rodrigo “Research process mining: what it does, where it fits, who the competitors are. Reach out to people working here, we don’t bite and we’re happy to share tips. And most importantly, keep a positive attitude. Sometimes that alone can take you far.”

• Aaron: “Definitely look into Celonis, there is a lot of opportunity for growth!”

• David: “Do it! It's a fun company to work for. You get to sell an industry leading product that nobody else is really doing. Buckle up… if you are passionate, persistent, goal-oriented, and want to help companies solve real world problems through innovation, then this is the perfect place for you to work!”

Image from iOS (5) - Olivia Candeloro.jpg

Mimi Fraser-Andrews

Mimi is an Employer Brand Specialist at Celonis. Based in London, she brings a passion for authentic storytelling and building meaningful connections. Mimi focuses on showcasing the people, culture, and values that make Celonis unique. She works closely with teams across the company to highlight employee experiences, attract top talent, and strengthen the Celonis employer brand.

author title

Author

author

Mimi Fraser-Andrews