Account Executive

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 (Enterprise) –Public Sector

Location: Paris, France | Work Model: Hybrid

About the Team

At Appian, we’re seeking to grow our culture of passion, energy, and innovation. Empowered by “the best idea wins,” we thrive on collaboration and a culture of dissent—encouraging all employees to challenge and elevate one another. Our EMEA Sales team is dedicated to expanding our footprint in the AI-Powered Process Automation market, partnering with top System Integrators (SIs) to deliver transformative value and modern digital infrastructure to enterprise clients.

The Opportunity

This is the perfect launchpad for a true new business hunter who is highly coachable, adaptable, and ready to elevate their career. You will be in charge of driving major enterprise accounts, establishing foundational relationships, and providing a direct touch across all levels of the end customer. Your ability to penetrate net-new organizations and patiently navigate long-cycle enterprise sales is essential to your success. You won't be doing it alone; cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting will provide robust support and tools to help you attain and exceed your sales performance goals.

What You’ll Do

• Execute high-impact new business generation as a relentless hunter, penetrating net-new accounts and expanding Appian's presence in France.
• Lead complex, long-cycle sales strategies, patiently navigating the intricacies of enterprise procurement to drive meaningful revenue.
• Partner with relevant decision-makers and C-Level executives to discuss business drivers, ROI, and the value of our Enterprise-Grade Orchestration platform.
• Resolve complex business challenges by actively determining if the customer has a valid need for Appian's solutions and aligning them with Customer Success services.
• Build and strengthen your business relationships with existing accounts across all hierarchies, ensuring all post-sales needs are met to prevent churn and drive expansion.
• Forecast accurate pipeline data, recommend localized marketing strategies, and identify Appian customer references that can be utilized when reference selling.

Required Qualifications

• Bachelor’s Degree in Business, Technology, or a related field.
• Proven, quota-carrying experience in a full-cycle Enterprise SaaS Sales role, with a strong track record as a net-new business hunter.
• Experience in influencing Digital Transformation, Customer Service, and Customer Experience initiatives at the CxO level and alongside consulting partners.
• A detailed understanding of Go-to-Market strategies, including account segmentation, territory planning, and multi-threading.
• Exceptional verbal and written communication, presentation, and negotiation skills in both fluent French and English.
• Extreme coachability, high energy, an entrepreneurial spirit, and the autonomy to multi-task in a dynamic, rapidly growing organization.
• Ability to travel within the assigned region, working closely with Managers and SI partners (occasional travel outside of the region required).

Preferred Qualifications

• Prior experience or a strong understanding of selling into the French Public Sector is preferred but not required
• Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger Sale).
• We value your experience within enterprise ecosystems like Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

#EnterpriseSales #SaaS #PublicSector #DigitalTransformation #AppianLife

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€75.000—€150.000 EUR

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.

Benefits

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.

About Appian

Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com. 

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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law. 

Appian provides reasonable accommodations to applicants 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 ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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