Account Executive - Insurance

The Insurance Account Executive role is responsible for navigating a geographic territory focused on general insurance. This is a greenfield opportunity to expand Appian’s presence in insurance, driving top‑of‑the‑funnel marketing activity and prospecting while managing a complex sales cycle (approximately 6‑12 months) to a successful close.

Responsibilities

• Develop and execute marketing and prospecting activities to generate new business opportunities.
• Manage the full sales cycle, from lead generation to closing, within the insurance industry.
• Work cross‑functionally with Customer Success, Professional Services, and partner teams to deliver comprehensive solutions.
• Present solutions both in‑person and virtually to senior line‑of‑business and IT audiences, clearly communicating ROI and business value.
• Align customer goals and KPIs with Appian’s value proposition to accelerate client objectives.
• Serve as a trusted advisor to customers and internal stakeholders, engaging multiple decision makers throughout complex deals.
• Stay informed on industry trends to position Appian competitively.
• Operate with urgency, diligence, and determination in a collaborative environment.
• Own and lead the pod (territory) strategy, crafting, refining, and executing on account plans.
• Communicate and lead vision internally and externally with a strategic, focused mindset.

Qualifications

• 10+ years of direct selling experience, including a minimum of 5 years as an Enterprise Account Executive selling complex technologies to the insurance industry.
• Track record of consistent quota attainment and securing new customer logos.
• Strong existing relationships within the insurance ecosystem and key partners.
• Proven ability to navigate a complex insurance sales cycle from start to finish.
• Effective cross‑functional collaboration and resource leveraging within a larger sales organization.
• Excellent presentation and communication skills, tailored to senior audiences.
• Strategic thinking, clear communication, and leadership of the territory agenda.

Basic Qualifications

• 10+ years direct selling experience.
• Minimum 5 years insurance experience as an Enterprise Account Executive.
• History of consistent quota achievement.
• Examples of landing new customer logos.
• Strong industry network within customer and partner base.
• Demonstrated loyalty and perseverance through long, stable job tenure and positive career trajectory.

Tools & Resources

• Department‑specific onboarding training.
• Continuous learning with mentorship and a First‑Friend program.
• Leadership program for new and aspiring managers.
• Appian University’s extensive library of specialized training.
• Skills‑based training and tuition reimbursement for advancing education.

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.
• Additional benefits vary by country.

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.