Account Executive - UKI Retail

The role

You will drive major enterprise accounts within the retail and FMCG sector to secure net-new logos. You will establish C-Level relationships and partner with System Integrators to execute go-to-market strategies.

What you will do

• Drive major enterprise accounts within the retail and FMCG sector.
• Secure net-new logos and expand footprint across targeted organizations.
• Establish direct-touch relationships up to the C-Level.
• Partner with System Integrators and consultancies on joint go-to-market strategies.
• Execute co-selling initiatives tailored to the retail market.
• Demonstrate how Appian's technology modernizes retail workflows and unifies legacy systems.
• Execute a comprehensive enterprise sales process.
• Provide accurate forecast and pipeline information.
• Meet and exceed ARR performance goals.

Required qualifications

• Minimum of a Bachelor's degree.
• 7+ years of quota-carrying experience in Enterprise Software Sales or SaaS Sales.
• Proven track record of net-new logo acquisition.
• Deep knowledge and established connections within the Retail and Consumer Goods (FMCG) sector.
• Demonstrated ability in Direct Selling and co-selling through System Integrators (SIs) and consulting partners.
• Exceptional Executive Communication and Negotiation Skills.
• A true Hunter Mindset with high energy, autonomy, and the capability to multi-task.

Nice to have

• Direct deal experience and existing relationships with premier UK retail/grocery accounts (e.g., Tesco, Sainsbury's, Co-op, M&S, Kingfisher, Ocado, Next).
• A detailed understanding of retail-specific go-to-market strategies, including account segmentation and product alignment.
• Experience with enterprise platforms such as Salesforce or ServiceNow.

Benefits

• Health coverage
• Life and disability insurance
• Employee Assistance Program (EAP) with free mental health support
• Employee Stock Purchase Program (ESPP)
• Lifestyle allowance
• Tuition reimbursement
• Family-forming benefits
• Retirement/pension plan
• Wellness dollars

About the company

Appian provides AI automation for the most important business processes at the world’s largest organizations. The company has been automating processes for more than 25 years.