Account Executive

Appian Corporation; Melbourne; On-site; AUD 140,000 - 180,000; Full time

Benefits offered by this job

Training & Mentorship

Growth Opportunities

Inclusive Community

Job summary

Appian in Melbourne is seeking an Enterprise Account Executive to own a strategic ANZ territory, selling enterprise-grade orchestration software to senior decision-makers in Commercial, Insurance, and Financial Services.

You will manage complex sales cycles, build pipeline, deliver value-based presentations, and coordinate cross-functional teams to accelerate deals. The role requires 5+ years of software sales experience and a proven quota track record.

Qualifications

• Bachelor's degree in marketing, business, communications, computer science or related field.
• 5+ years of direct software selling experience with at least 2 years in enterprise account roles.
• Proven quota achievement and history of winning new logos.
• Experience managing complex enterprise sales cycles over long tenures.
• Strong discovery, presentation and financial business-case skills.

Responsibilities

• Lead end-to-end enterprise sales cycles across target sectors from discovery to close.
• Build and maintain a robust top-funnel pipeline through territory mapping.
• Deliver value-based presentations to senior IT and business leaders.
• Coordinate cross-functional teams to accelerate deal velocity and size.
• Position as trusted advisor with industry insights and competitive analysis.

Skills

Enterprise sales

Discovery skills

Quota achievement

Deal mastery

Executive communication

Education

Bachelor's degree in Marketing, Business, Communications, Computer Science, or related field

Tools

Salesforce

MEDDPICC

Value-Based Selling

Job description

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Account Executive IV

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. Location: Sydney or Melbourne | Work Model: On-site

About the Team

The Appian Broad Markets Sales team is a high-performing group dedicated to helping customers revolutionise their business operations. Our mission is to expand Appian’s footprint across ANZ by demonstrating how our platform delivers AI-Powered Process Automation to solve each industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.

The Opportunity

Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernise legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.

What You’ll Do

• Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Commercial and Insurance sectors, 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 maximise deal velocity and size.
• Establish Trusted Advisor Status: Analyse industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.

Required Qualifications

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

Preferred Qualifications

• Prior experience selling complex, multi-stakeholder software solutions directly to Commercial, Insurance, or Financial Services clients.
• Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
• Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups . These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com .

Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail] . Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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As set forth in Appian Corporation ’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

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