Account Executive - Public Sector

About This Role

An Account Executive at Appian drives new business and expands the company's presence in the public sector, focusing on major enterprise accounts. This role suits a new business hunter who is coachable, adaptable, and ready to elevate their career in long-cycle enterprise sales.

Responsibilities

• 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 the 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 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

Requirements

• 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)

Nice to have:

• Prior experience or a strong understanding of selling into the French Public Sector
• Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC, Challenger Sale)
• Experience within enterprise ecosystems like Salesforce or ServiceNow

Benefits

• Health coverage
• Life and disability insurance
• Employee Assistance Program (EAP) with free mental health support
• Employee Stock Purchase Program (ESPP)
• Lifestyle allowance