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About the Role
As an Enterprise Account Executive at Appian, 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 will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.
Responsibilities
- Lead complex, end-to-end enterprise sales cycles across the Commercial and Insurance sectors, navigating from initial client discovery to a successful close.
- Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
- Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
- Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.
Requirements
- Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
- 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.
- Proven track record of consistent quota achievement and a history of winning net-new customer logos.
- Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.
- Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.
- 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.
- Experience with enterprise platforms such as Salesforce or ServiceNow.
Skills
- SaaS
- Enterprise Sales
- Account Executive
- Insurance Tech
- Digital Transformation
- AI-Powered Process Automation
- Enterprise-Grade Orchestration
Location
- Tokyo, Japan
Work Type
- Hybrid
Experience Level
- 5+ years of direct software selling experience
- 2+ years as an Enterprise Account Executive
Education Level
- Bachelor’s Degree
Benefits
- Health coverage
- Employee Assistance Program (EAP) with free mental health support
- Life and disability insurance
- Employee Stock Purchase Program (ESPP)
- Retirement/pension plan
- Wellness dollars
- Tuition reimbursement
- Family-forming benefits
About the Company
- 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.
Equal Opportunity
- 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.