Account Executive - Broad Markets

Appian Corporation•Indianapolis, IN

12d•$125,000 - $225,000•Remote

About The Position

Appian is seeking an Account Executive for its Broad Markets team, focusing on the Midwest region. This remote role involves selling Appian's AI-Powered Process Automation platform to Fortune 500 companies and leading financial institutions. The Enterprise Commercial Sales team aims to expand Appian's market presence by demonstrating how the platform solves complex operational challenges. As an Enterprise Account Executive, you will own a strategic territory, selling Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure. You will act as a visionary advisor, using industry use cases to acquire new clients and advance your career.

Requirements

Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
5+ years of direct software selling experience.
A minimum of 2 years as an Enterprise Account Executive.
Proven track record of consistent quota achievement.
History of winning net-new customer logos.
Demonstrated mastery managing complex enterprise sales cycles.
History of long, stable job tenure and a positive career trajectory.
Superb communication and presentation skills.
Demonstrated ability to execute deep client discovery and build comprehensive financial business cases.

Nice To Haves

Prior experience selling complex, multi-stakeholder software solutions directly to Enterprise Commercial clients.
Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across a variety of industries, navigating from initial client discovery to a successful close.
Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
Orchestrate Cross-Functional Teams: Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
Establish Trusted Advisor Status: Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.