Defence Enterprise Account Executive — Hybrid, High-Impact

Appian Group; Sydney; Hybrid; AUD 140,000 - 190,000; Full time

Benefits offered by this job

401(k) plan with company match

Flexible time off

Paid parental leave

Medical plans

Dental plans

Job summary

Appian is seeking an Enterprise Account Executive for Defence in Australia in a hybrid role based in Canberra, Sydney, or Melbourne. You will own a strategic, high-growth territory, selling our Enterprise-Grade Orchestration software to senior decision-makers, land net-new logos, and accelerate your career trajectory.

You will lead complex sales cycles, build pipelines, and deliver ROI-focused presentations while coordinating cross-functional teams to maximize deal velocity and value for clients.

Qualifications

• Bachelor’s degree in Marketing, Business, Communications, Computer Science, or related field.
• 5+ years of direct software selling experience; minimum 2 years as Enterprise Account Executive, defence preferred.
• Proven quota achievement and history of winning net-new logos.
• Experience managing complex enterprise sales cycles with long tenure and positive career trajectory.
• Superb communication and presentation skills with deep client discovery and solid business cases.

Responsibilities

• Lead complex, end-to-end enterprise sales cycles across Commercial and Insurance sectors, from discovery to close.
• Build a robust, top-of-funnel pipeline through strategic prospecting and territory mapping.
• Deliver value-based presentations to LOB and IT leadership, communicating ROI and business value.
• Coordinate cross-functional resources including Customer Success, Solutions Consultants, and partners to speed deals.
• Position yourself as a trusted advisor to senior executives by analyzing industry trends and competitive dynamics.

Skills

Discovery skills

Communication

Presentation skills

Strategic prospecting

Education

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

Tools

Salesforce

ServiceNow

Job description

Appian is seeking an Enterprise Account Executive for Defence in Australia in a hybrid role based in Canberra, Sydney, or Melbourne. You will own a strategic, high-growth territory, selling our Enterprise-Grade Orchestration software to senior decision-makers, land net-new logos, and accelerate your career trajectory.

You will lead complex sales cycles, build pipelines, and deliver ROI-focused presentations while coordinating cross-functional teams to maximize deal velocity and value for clients.