Account Executive (Enterprise) – Retail & FMCG SaaS Sales

At Appian, we are seeking an elite sales hunter to spearhead our growth in the retail and consumer goods sector.

Location: London, UK | Work Model: Hybrid / Field-Based

About the Team Our Enterprise Sales team is at the forefront of expanding Appian’s footprint in the AI-Powered Process Automation and Enterprise-Grade Orchestration market. We empower global organizations to modernize their operations, unify legacy systems, and accelerate digital transformation. By collaborating closely with cross-functional teams and top-tier partners, we deliver unparalleled value and resilient workflows to our customers, ensuring Appian remains the premier orchestration layer for the modern enterprise.

The Opportunity This is a critical, high-impact role where you will serve as the primary catalyst for our expansion into the UK Retail and FMCG sector. Why leave your current role? Appian offers a unique "best idea wins" culture where your entrepreneurial spirit is celebrated and supported. Here, you aren't just selling software; you are fundamentally transforming supply chains, omnichannel fulfillment, and customer experiences for Tier-1 retailers. You will have the autonomy to build a massive pipeline and the robust support of a world-class organization to close industry-defining deals.

What You’ll Do

• Drive major enterprise accounts within the retail and FMCG sector, securing net-new logos and aggressively expanding our footprint across targeted organizations.
• Establish deep, direct-touch relationships across all hierarchies up to the C-Level (CxO), understanding core business drivers such as resilient supply chains, faster vendor onboarding, and cost reductions.
• Partner strategically with key System Integrators (SIs) and consultancies to architect joint go-to-market strategies and execute co-selling initiatives tailored specifically to the retail market.
• Resolve complex business challenges by demonstrating how Appian’s Enterprise-Grade Orchestration and AI-Powered Process Automation can modernize retail workflows and unify legacy systems.
• Execute a comprehensive enterprise sales process, consistently providing accurate forecast/pipeline information while maintaining a relentless hunter mindset to meet and exceed ARR performance goals.

Required Qualifications

• Minimum of a Bachelor's degree.
• 7+ years of quota-carrying experience in Enterprise Software Sales or SaaS Sales, with a proven track record of net-new logo acquisition.
• Deep knowledge and established connections within the Retail and Consumer Goods (FMCG) sector.
• Demonstrated ability in Direct Selling and co-selling through System Integrators (SIs) and consulting partners.
• Exceptional Executive Communication and Negotiation Skills, with the confidence to influence digital transformation at the C-Level.
• A true Hunter Mindset with high energy, autonomy, and the capability to multi-task in a dynamic, fast-paced environment.
• Ability to travel within the assigned region (field-based requirements).

Preferred Qualifications

• Direct deal experience and existing relationships with premier UK retail/grocery accounts (e.g., Tesco, Sainsbury's, Co-op, M&S, Kingfisher, Ocado, Next).
• A detailed understanding of retail-specific go-to-market strategies, including account segmentation and product alignment.
• 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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