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 - Insurance

Transform how the world's leading insurers operate by delivering mission-critical enterprise solutions that solve their most complex operational bottlenecks.

Location: London | Work Model: Hybrid

About the Team

Appian’s Enterprise Sales organization drives strategic market expansion by partnering with global enterprises to modernize core operations through AI-Powered Process Automation. We empower organizations to achieve unprecedented speed, agility, and operational efficiency, positioning Appian as an indispensable partner in enterprise transformation.

The Opportunity

This is a premier greenfield opportunity to establish, scale, and dominate Appian’s footprint across the UK general insurance sector. As an Enterprise Account Executive, you will take full ownership of a targeted territory, leading high-value, complex sales cycles (6–12 months) that replace legacy friction with unified enterprise solutions. If you are ready to serve as the strategic leader of your territory pod, align C-suite vision with measurable ROI, and capitalise on an uncapped market opportunity, this role offers an exceptional stage for your career.

What You’ll Do

Lead end-to-end complex enterprise sales engagements from targeted prospecting to executive sign-off across the general insurance ecosystem.
Execute a disciplined territory plan using the ValueSelling Framework, conducting in-depth client discovery to map business KPIs directly to Appian’s value proposition.
Architect multi-threaded deal strategies by aligning C-level LOB and IT stakeholders around total cost of ownership (TCO) and rapid time-to-value.
Partner cross-functionally with Customer Success, Solution Consulting, and Marketing to orchestrate comprehensive pursuit strategies and drive seamless post-sale adoption.
Drive top-of-funnel pipeline acceleration in collaboration with key systems integrators, consulting partners, and industry alliances.

Required Qualifications

Bachelor’s degree.
10+ years of direct B2B enterprise software sales experience, with a documented history of quota overachievement and new customer logo acquisition.
5+ years of enterprise experience selling complex technology solutions directly into the insurance sector.
Demonstrated mastery of Value Selling or equivalent structured enterprise sales methodologies (e.g., MEDDPICC, Challenger).
Proven executive presence and presentation skills, capable of delivering ROI-driven business cases to senior LOB and IT decision-makers.
Established, active network of enterprise relationships across insurers and industry delivery partners.
Verifiable record of long, stable job tenure demonstrating resilience, dedication, and consistent career progression.

Preferred Qualifications

Formal certification in the ValueSelling Framework.
Direct experience orchestrating deals alongside global systems integrators (GSIs) and specialized InsurTech consultancies.
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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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.