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.

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