Account Executive - Insurance

Appian; Greater London; Hybrid; GBP 88,000 - 150,000; Full time

Benefits offered by this job

Health coverage

Life and disability insurance

EAP (Employee Assistance Program)

ESPP (Employee Stock Purchase Program)

Tuition reimbursement

Family-forming benefits

Job summary

Appian is seeking an Account Executive for the UK insurance sector in London. The role leads complex enterprise sales cycles, mapping client KPIs to Appian's value, and driving ROI for senior LOB and IT stakeholders.

You will partner with Customer Success, Solution Consulting, and Marketing to build cohesive pursuit strategies. The ideal candidate has 10+ years in B2B software sales, with a proven track record in insurance, and strong executive presence.

Qualifications

• Bachelor's degree in a relevant field.
• 10+ years of direct B2B enterprise software sales with quota overachievement.
• 5+ years selling complex technology solutions to the insurance sector.
• Demonstrated mastery of Value Selling or MEDDPICC/Challenger methodologies.
• Proven executive presence and ability to present ROI to senior decision-makers.
• Established network across insurers and delivery partners.
• Long, stable career progression demonstrated in prior roles.

Responsibilities

• Lead end-to-end enterprise sales engagements from prospecting to executive sign-off.
• Map client KPIs to Appian's value proposition and ROI.
• Architect multi-threaded deal strategies with C-level LOB and IT stakeholders.
• Collaborate with Customer Success, Solution Consulting, and Marketing to orchestrate pursuits.
• Drive top-of-funnel pipeline with systems integrators and consulting partners.

Skills

Enterprise software sales

Insurance sector sales

Value Selling

Executive presence

Network of enterprise relationships

Stable career progression

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 - Insurance

Transform how the world's leading insurers operate by delivering mission-critical enterprise solutions that solve their most complex operational bottlenecks.

Location: London | Work Model: Hybrid

About the Team

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.

The Opportunity

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.

What You'll Do

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.

Required Qualifications

• 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.

Preferred Qualifications

• 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.

#EnterpriseSales #InsurTech #DigitalTransformation #SaaSSales #LondonJobs

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.

Appian offers a comprehensive benefits package, which may include health coverage, life and disability insurance, an 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.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range

£88,000-£150,000 GBP

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 Fi