Account Executive (Insurance)

Appian; McLean (VA); On-site; USD 80,000 - 120,000; Full time

Benefits offered by this job

Training and Development

Growth Opportunities

Community Engagement

Job summary

Appian in McLean, Virginia is looking for an experienced Account Executive to manage a greenfield territory. In this role, you will focus on complex sales cycles, collaborating with internal teams and presenting to clients.

The ideal candidate will have 5-10+ years in direct selling, with demonstrated success in achieving quotas and landing new clients. This position offers you a chance to work in a dynamic environment that emphasizes career growth and impactful work.

Qualifications

• 5-10+ years of direct selling experience, with minimum 2 years as Enterprise Account Executive.
• Strong history of consistent quota achievement and landing new customer logos.
• Ability to leverage internal and external resources in sales processes.

Responsibilities

• Manage a primarily greenfield territory and top of funnel activity.
• Navigate a complex sales cycle to successful closure over 6-12 months.
• Present solutions to both LOB and IT audiences, communicating ROI.

Skills

Complex sales cycle navigation

Presentation skills

Stakeholder management

Industry trend understanding

Direct selling experience

Quota achievement

Customer acquisition

Job tenure consistency

Job description

Overview

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

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. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

Qualifications

To be successful in this role, you need:

• Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
• Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
• A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
• Actively seeking to understand industry trends to help position against competitors
• 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to Global 2000 customers
• History of consistent quota achievement
• Examples of landing new customer logos
• Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory

About Appian

Before Appian was a company, it was an idea. Not about a product or a market, but about the culture needed to sustain innovation and value. Today, we help businesses build apps and workflows rapidly, with a low-code automation platform.

Appian was founded on the belief that talented and passionate people, given the power and autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile and collaborative work environment where employees feel challenged, and all voices are heard. We value and encourage cross-departmental collaboration, and actively seek opportunities to better ourselves and others. Creating impact to us means that when we deliver results, we’re focused on lasting positive change.

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.

About Appian (continued)

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world\'s most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]

Follow Appian

Follow Appian: Twitter, LinkedIn.

Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees in accordance with all applicable laws.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Appian\'s Applicant & Candidate Privacy Notice