Account Executive (Enterprise)
Posted Updated
Description
- At Appian, we’re seeking to grow our culture of passion, energy, and innovation. Empowered by “the best idea wins,” we thrive on collaboration and a culture of dissent—encouraging all employees to challenge and elevate one another. Our EMEA Sales team is dedicated to expanding our footprint in the AI-Powered Process Automation market, partnering with top System Integrators (SIs) to deliver transformative value and modern digital infrastructure to enterprise clients
- This is the perfect launchpad for a true new business hunter who is highly coachable, adaptable, and ready to elevate their career
- You will be in charge of driving major enterprise accounts, establishing foundational relationships, and providing a direct touch across all levels of the end customer. Your ability to penetrate net-new organizations and patiently navigate long-cycle enterprise sales is essential to your success
- You won’t be doing it alone; cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting will provide robust support and tools to help you attain and exceed your sales performance goals
- Execute high-impact new business generation as a relentless hunter, penetrating net-new accounts and expanding Appian’s presence in France
- Lead complex, long-cycle sales strategies, patiently navigating the intricacies of enterprise procurement to drive meaningful revenue
- Partner with relevant decision-makers and C-Level executives to discuss business drivers, ROI, and the value of our Enterprise-Grade Orchestration platform
- Resolve complex business challenges by actively determining if the customer has a valid need for Appian’s solutions and aligning them with Customer Success services
- Build and strengthen your business relationships with existing accounts across all hierarchies, ensuring all post-sales needs are met to prevent churn and drive expansion
- Forecast accurate pipeline data, recommend localized marketing strategies, and identify Appian customer references that can be utilized when reference selling
- Exceptional verbal and written communication, presentation, and negotiation skills in both fluent French and English
- Experience in influencing Digital Transformation, Customer Service, and Customer Experience initiatives at the CxO level and alongside consulting partners
- Ability to travel within the assigned region, working closely with Managers and SI partners (occasional travel outside of the region required)
- Proven, quota-carrying experience in a full-cycle Enterprise SaaS Sales role, with a strong track record as a net-new business hunter
- Extreme coachability, high energy, an entrepreneurial spirit, and the autonomy to multi-task in a dynamic, rapidly growing organization
- Bachelor’s Degree in Business, Technology, or a related field
- A detailed understanding of Go-to-Market strategies, including account segmentation, territory planning, and multi-threading
- Prior experience or a strong understanding of selling into the French Public Sector is preferred but not required
- Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger Sale)
- We value your experience within enterprise ecosystems like Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment