Account Executive - Insurance

Appian; City of Westminster; On-site; GBP 88,000 - 150,000; Full time

Benefits offered by this job

Health coverage

Employee Stock Purchase Program (ESPP)

Tuition reimbursement

Family-forming benefits

Job summary

Appian seeks an Enterprise Account Executive to own a targeted UK general insurance territory, leading multi-month, high-value sales cycles. You will map business KPIs to Appian's value, align C-level stakeholders, and orchestrate cross-functional pursuit strategies with partners to replace legacy friction with unified solutions.

You will bring 10+ years in enterprise software sales, a proven track record of quota overachievement, and deep insurance industry relationships.

Qualifications

• 10+ years of direct B2B enterprise software sales.
• 5+ years selling complex technology to the insurance sector.
• Mastery of Value Selling or MEDDPICC/Challenger methodologies.
• Proven executive presentation skills and ROI business cases.
• Established network of insurers and delivery partners.
• Demonstrated stable career progression across roles.
• Experience with GSIs and InsurTech consultancies.
• Proficiency with Salesforce or ServiceNow in enterprise sales.

Responsibilities

• Lead end-to-end complex enterprise sales engagements from targeted prospecting to executive sign-off across the general insurance ecosystem.
• Execute a disciplined territory plan using ValueSelling Framework and map KPIs to Appian's value proposition.
• Architect multi-threaded deal strategies with C-level stakeholders around TCO and ROI.
• Coordinate with Customer Success, Solution Consulting and Marketing for pursuit strategies.
• Drive top-of-funnel pipeline with systems integrators and partners.
• Present ROI-focused business cases to senior LOB and IT decision-makers.

Skills

Enterprise software sales

Quota attainment track record

Executive presence

Value Selling/MEDDPICC/Challenger

Strong insurance sector network

Long tenure across roles

GSIs and insurtech partnerships

Communication to C-suite

Leadership in complex deals

Education

Bachelor's degree

ValueSelling Framework certification

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. This is a premier greenfield opportunity to establish, scale, and dominate Appian's footprint across the UK general insurance sector. As an Enterprise Account Executive, you will take full ownership of a targeted territory, leading high-value, complex sales cycles (6-12 months) that replace legacy friction with unified enterprise solutions. If you are ready to serve as the strategic leader of your territory pod, align C-suite vision with measurable ROI, and capitalise on an uncapped market opportunity, this role offers an exceptional stage for your career.

Responsibilities and Requirements

• Lead end-to-end complex enterprise sales engagements from targeted prospecting to executive sign-off across the general insurance ecosystem.
• Execute a disciplined territory plan using the ValueSelling Framework, conducting in-depth client discovery to map business KPIs directly to Appian's value proposition.
• Architect multi-threaded deal strategies by aligning C-level LOB and IT stakeholders around total cost of ownership (TCO) and rapid time-to-value.
• Partner cross-functionally with Customer Success, Solution Consulting, and Marketing to orchestrate comprehensive pursuit strategies and drive seamless post-sale adoption.
• Drive top-of-funnel pipeline acceleration in collaboration with key systems integrators, consulting partners, and industry alliances.
• Bachelor's degree.
• 10+ years of direct B2B enterprise software sales experience, with a documented history of quota overachievement and new customer logo acquisition.
• 5+ years of enterprise experience selling complex technology solutions directly into the insurance sector.
• Demonstrated mastery of Value Selling or equivalent structured enterprise sales methodologies (e.g., MEDDPICC, Challenger).
• Proven executive presence and presentation skills, capable of delivering ROI-driven business cases to senior LOB and IT decision-makers.
• Established, active network of enterprise relationships across insurers and industry delivery partners.
• Verifiable record of long, stable job tenure demonstrating resilience, dedication, and consistent career progression.
• Formal certification in the ValueSelling Framework.
• Direct experience orchestrating deals alongside global systems integrators (GSIs) and specialized InsurTech consultancies.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

Organization

Appian's Enterprise Sales organization drives strategic market expansion by partnering with global enterprises to modernize core operations through AI-Powered Process Automation. We empower organizations to achieve unprecedented speed, agility, and operational efficiency, positioning Appian as an indispensable partner in enterprise transformation.

Compensation

The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

Base Salary Range £88,000 - £150,000 GBP

Benefits and Development

• Health coverage, life and disability insurance, Employee Assistance Program (EAP) with free mental health support, an Employee Stock Purchase Program (ESPP), lifestyle allowance, tuition reimbursement, and family-forming benefits.
• Benefits may vary by country. Please ask your Talent Acquisition Specialist for details on the benefits available in the location you are applying to.
• 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.