Account Executive - Enterprise Public Sector (Hybrid)

About the role

Appian is looking for an Account Executive (Enterprise) for its EMEA Sales team, based in Paris on a hybrid model. The team expands Appian's footprint in the AI-powered process automation market by partnering with system integrators to serve enterprise clients. The role suits a new-business hunter who enjoys long-cycle enterprise sales and is supported by marketing, business development, customer success and solution consulting teams.

Key responsibilities

• Generate new business by penetrating net-new accounts and expanding Appian's presence in France.
• Lead complex, long-cycle sales strategies and navigate enterprise procurement to drive revenue.
• Engage decision-makers and C-level executives on business drivers, ROI and the value of the Enterprise-Grade Orchestration platform.
• Confirm whether customers have a valid need for Appian's solutions and align them with Customer Success services.
• Strengthen relationships with existing accounts across all levels to meet post-sales needs, prevent churn and drive expansion.
• Forecast pipeline accurately, recommend localized marketing strategies and identify customer references for reference selling.

Required profile

• Bachelor's degree in Business, Technology or a related field.
• Quota-carrying experience in a full-cycle Enterprise SaaS sales role, with a strong track record hunting net-new business.
• Experience influencing Digital Transformation, Customer Service and Customer Experience initiatives at CxO level, alongside consulting partners.
• Fluent French and English, with strong verbal and written communication, presentation and negotiation skills.
• Coachability, high energy, entrepreneurial spirit and autonomy to multi-task; able to travel within the region, occasionally outside it with managers and SI partners.

Required skills

• Detailed understanding of go-to-market strategies, including account segmentation, territory planning and multi-threading.
• Preferred: familiarity with structured enterprise sales methodologies such as MEDDPICC or Challenger Sale.
• Preferred: experience selling into the French public sector, and familiarity with enterprise ecosystems such as Salesforce or ServiceNow.

What we offer

• Base salary range of EUR 75,000 to 150,000, depending on experience and qualifications; sales roles may be eligible for a commission plan.
• Health coverage, life and disability insurance, and an Employee Assistance Program with free mental health support.
• Employee Stock Purchase Program, lifestyle allowance, tuition reimbursement and family-forming benefits.
• Onboarding training, mentorship, a leadership program for new managers, Appian University courses and an 8-member affinity group community.