Account Executive

appian; Melbourne; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

First-Friend program

Tuition reimbursement

Leadership development

Job summary

Appian is seeking an Enterprise Account Executive in Australia’s ANZ region, based in Sydney or Melbourne, with on-site work. You will own strategic, high-growth territory and drive landmark deals for our Enterprise-Grade Orchestration platform.

You’ll lead complex sales cycles, build pipelines, and demonstrate ROI to senior executives, while partnering with cross-functional teams to accelerate growth and land net-new logos.

Qualifications

• 5+ years direct software selling experience.
• 2+ years enterprise account execution.
• Proven quota attainment and net-new logos.
• Experience with complex enterprise sales cycles.
• Strong discovery and ROI business cases.

Responsibilities

• Lead end-to-end enterprise sales cycles from discovery to close.
• Build and manage a robust top-of-funnel pipeline.
• Deliver value-based presentations to IT and business leaders.
• Coordinate with Customer Success, Solutions Consultants, and partners.
• Position Appian as a strategic advisor to executives.

Skills

Enterprise software sales

Full-cycle sales

Discovery & ROI

Stakeholder management

Quota attainment

Education

Bachelor's degree

Tools

Salesforce

ServiceNow

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

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