Enterprise Account Executive - 4th Estate

The role

You will lead complex enterprise sales cycles across the 4th Estate community. You will manage a strategic geographic territory to sell Enterprise-Grade Orchestration software.

What you will do

• Lead complex, end-to-end enterprise sales cycles across the 4th Estate community.
• Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
• Deliver high-impact, value-based virtual and in-person presentations to Line of Business and IT leadership.
• Align internal cross-functional resources to maximize deal velocity and size.
• Analyze industry and competitive trends to position Appian effectively against market alternatives.

Required qualifications

• Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
• 5+ years of direct software selling experience.
• 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.
• Ability to execute deep client discovery and build comprehensive financial business cases.

Nice to have

• Prior experience selling complex, multi-stakeholder software solutions directly to 4th Estate clients.
• Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
• Experience with enterprise platforms such as Salesforce or ServiceNow

Benefits

• 401(k) plan with company match
• Flexible time off
• Paid parental leave
• Medical, dental, and vision plans
• Life insurance
• Disability insurance
• Wellness programs
• Flexible spending accounts
• Health savings account contributions
• Employee referral bonus program
• Learning and development resources
• Employee Stock Purchase Program (ESPP)

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.