Enterprise Account Executive - 4th Estate

About the role

At Appian, our mission is fueled by a commitment to excellence and a passionate intensity that drives us to tackle challenges head-on. As an Enterprise Account Executive, you will play a pivotal role in our organization, engaging in projects that not only push boundaries but also contribute to our collective success. This position offers the opportunity to work closely with key stakeholders in the 4th Estate sector, where your efforts will directly impact our growth and innovation.

Key facts

What you'll do

• Oversee complex sales processes from the initial outreach to the finalization of contracts within the 4th Estate sector, ensuring a seamless experience for clients.
• Build and sustain a robust sales pipeline through strategic prospecting and engagement with the market to identify potential opportunities.
• Deliver persuasive, value-oriented presentations to both business and IT leaders, highlighting the return on investment and the broader impact on their organizations.
• Work collaboratively with various internal teams, including Customer Success and Solutions Consultants, to maximize deal size and accelerate the sales cycle.
• Establish yourself as a trusted advisor by analyzing industry trends and effectively showcasing how Appian stands apart from its competitors.
• Utilize CRM tools to track sales activities and maintain accurate records of client interactions, ensuring transparency and accountability.
• Participate in industry events and conferences to network and promote Appian's solutions, enhancing brand visibility in the public sector.
• Continuously refine your sales strategies based on feedback and market dynamics, adapting to meet the evolving needs of clients.

Requirements

• Education: A Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field is required.
• Experience: At least 5 years of experience in software sales, with a minimum of 2 years specifically as an Enterprise Account Executive.
• Track Record: Demonstrated success in achieving sales targets and acquiring new clients is essential.
• Sales Expertise: Proven ability to manage intricate enterprise sales cycles, with a history of stable employment and upward career movement.
• Communication Skills: Exceptional presentation skills and a strong capability for conducting thorough client discovery to build compelling financial business cases.
• Analytical Skills: Ability to analyze data and market trends to inform sales strategies and decision-making.

Nice to have

• Prior experience selling advanced software solutions to the 4th Estate sector is a plus.
• Familiarity with strategic sales methodologies such as MEDDPICC or Value-Based Selling can enhance your effectiveness in this role.
• Knowledge of enterprise platforms like Salesforce or ServiceNow, which are relevant to our Enterprise-Grade Orchestration environment, is advantageous.

Skills & tools

• Strong proficiency in sales methodologies and tools that support effective client engagement and pipeline management is crucial for success in this position.
• Familiarity with data analytics tools to assess market trends and sales performance will be beneficial.

Practical notes

• Base Salary Range: $125,000 - $225,000 USD, with actual compensation determined by experience, qualifications, and current market conditions. This sales position may also be eligible for a commission plan.
• Appian provides a comprehensive benefits package that includes a 401(k) plan with company matching, flexible time off, paid parental leave, health insurance options, life and disability coverage, wellness initiatives, and educational support.
• For specific details regarding benefits available in your location, please consult your Talent Acquisition representative.

About Appian

Appian is at the forefront of AI automation, specializing in enhancing critical business processes for large enterprises and government entities. With over 25 years of industry experience, our platform is renowned for its reliability and scalability, making it a trusted choice for organizations looking to improve efficiency. To learn more about our solutions, please visit appian.com.

Appian is proud to be an equal opportunity employer, dedicated to attracting and retaining a diverse workforce. We welcome applications from all qualified individuals, regardless of any legally protected characteristics.

If you need reasonable accommodations during the application process, please contact us via email at ReasonableAccommodations@appian.com. Please note that only inquiries related to accommodation requests will receive a response.