Enterprise Account Executive - Financial Services

Remote; San Francisco (CA); Remote; USD 120,000 - 210,000; Full time

Job summary

Appian is seeking an Enterprise Account Executive to own a strategic geographic territory in a remote field role. You will sell market-leading Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure, acting as a trusted advisor to senior executives.

You will guide complex deals from discovery to close, build a strong pipeline, and deliver ROI-focused presentations to business and IT leaders while coordinating cross-functional teams for faster deal

Qualifications

• Bachelor’s degree in Marketing, Business, Communications, CS or related field.
• 5+ years of direct software selling experience with 2+ years as Enterprise Account Executive.
• Proven quota achievement and net-new logos.
• Experience managing complex enterprise sales cycles with long tenure.
• Strong client discovery and financial business case skills.

Responsibilities

• Lead end-to-end enterprise sales cycles across Commercial and Financial Services.
• Build a robust pipeline through strategic prospecting and territory mapping.
• Deliver value-based presentations to LOB and IT leadership, ROI-focused.
• Align cross-functional resources to maximize deal velocity and size.
• Position as trusted advisor to senior executives with industry insights.

Skills

Complex sales

Prospecting

Value-based selling

Presentation skills

Cross-functional collaboration

Education

Bachelor's Degree in Marketing

Business or related field

Tools

MEDDPICC

Salesforce

ROI modeling

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.

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.

Location: Greater NYC Area | Work Model: Remote field role

About the Team

The Appian Financial Services Sales team is a high-performing group dedicated to helping Fortune 500 companies and leading financial institutions revolutionize their business operations. Our mission is to expand Appian's footprint across the United States by demonstrating how our platform delivers AI-Powered Process Automation to solve the industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.

The Opportunity

Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure. You won't just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.

What You'll Do

• Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Commercial and Financial Services sectors, navigating from initial client discovery to a successful close.

• Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.

• Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.

• Orchestrate Cross-Functional Teams: Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems- to maximize deal velocity and size.

• Establish Trusted Advisor Status: Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.

Required Qualifications

• Degree: Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.

• Experience: 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.

• Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos.

• Deal Mastery: Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.

• Discovery Skills: Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.

Preferred Qualifications

• Prior experience selling complex, multi-stakeholder software solutions directly to Commercial, Insurance, or Financial Services clients.

• Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.

• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

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