Account Executive - UKI Retail

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)

Life and disability insurance

Tuition reimbursement

Family-forming benefits

Job summary

Appian in the United Kingdom seeks an accomplished Enterprise Software Sales leader to drive major RETAIL/FMCG accounts, secure net-new logos, and expand our footprint through strategic alliances with SIs and consultancies.

You will build direct relationships up to the C-Level, manage forecast/pipeline with a hunter mindset, and leverage Appian's enterprise-grade orchestration and AI-powered automation to modernize retail workflows. A Bachelor's degree is required.

Qualifications

• Bachelor's degree required.
• 7+ years quota-carrying enterprise software/SaaS sales experience.
• Proven track record of net-new logo acquisition in Retail/FMCG.
• Strong executive communication and negotiation skills.
• Experience with go-to-market partnerships and co-selling with SIs/consultancies.

Responsibilities

• Lead enterprise accounts in Retail/FMCG and drive net-new logos.
• Build direct relationships up to C-Level and manage forecast/pipeline.
• Partner with SIs/consultancies for joint GTM and co-selling.
• Influence digital transformation in customer supply chains and retail workflows.
• Travel within the UK as required.

Skills

Enterprise sales

New logo acquisition

C-level relationships

Co-selling

Solution selling

Forecasting

Pipeline management

Retail industry knowledge

Direct selling

Negotiation

Hunter mindset

Retail account relationships

Retail GTM

Salesforce

ServiceNow

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.

• Drive major enterprise accounts within the retail and FMCG sector, securing net-new logos and aggressively expanding our footprint across targeted organizations.
• Establish deep, direct-touch relationships across all hierarchies up to the C-Level (CxO), understanding core business drivers such as resilient supply chains, faster vendor onboarding, and cost reductions.
• Partner strategically with key System Integrators (SIs) and consultancies to architect joint go-to-market strategies and execute co-selling initiatives tailored specifically to the retail market.
• Resolve complex business challenges by demonstrating how Appian's Enterprise-Grade Orchestration and AI-Powered Process Automation can modernize retail workflows and unify legacy systems.
• Execute a comprehensive enterprise sales process, consistently providing accurate forecast/pipeline information while maintaining a relentless hunter mindset to meet and exceed ARR performance goals.
• Minimum of a Bachelor's degree.
• 7+ years of quota-carrying experience in Enterprise Software Sales or SaaS Sales, with a proven track record of net-new logo acquisition.
• Deep knowledge and established connections within the Retail and Consumer Goods (FMCG) sector.
• Demonstrated ability in Direct Selling and co-selling through System Integrators (SIs) and consulting partners.
• Exceptional Executive Communication and Negotiation Skills, with the confidence to influence digital transformation at the C-Level.
• A true Hunter Mindset with high energy, autonomy, and the capability to multi-task in a dynamic, fast-paced environment.
• Ability to travel within the assigned region (field-based requirements)., Direct deal experience and existing relationships with premier UK retail/grocery accounts (e.g., Tesco, Sainsbury's, Co-op, M&S, Kingfisher, Ocado, Next).
• A detailed understanding of retail-specific go-to-market strategies, including account segmentation and product alignment.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

#EnterpriseSoftware #SaaS #RetailTech #SalesCareers #AppianLife
About the Team Our Enterprise Sales team is at the forefront of expanding Appian's footprint in the AI-Powered Process Automation and Enterprise-Grade Orchestration market. By collaborating closely with cross-functional teams and top-tier partners, we deliver unparalleled value and resilient workflows to our customers, ensuring Appian remains the premier orchestration layer for the modern enterprise. By collaborating closely with cross-functional teams and top-tier partners, we deliver unparalleled value and resilient workflows to our customers, ensuring Appian remains the premier orchestration layer for the modern enterprise.

The Opportunity This is a critical, high-impact role where you will serve as the primary catalyst for our expansion into the UK Retail and FMCG sector. Why leave your current role? Appian offers a unique "best idea wins" culture where your entrepreneurial spirit is celebrated and supported. Here, you aren't just selling software; you are fundamentally transforming supply chains, omnichannel fulfillment, and customer experiences for Tier-1 retailers. You will have the autonomy to build a massive pipeline and the robust support of a world-class organization to close industry-defining deals.

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 £87,500 - £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 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.