Account Executive - Insurance

Account Executive - Insurance

Transform how the world's leading insurers operate by delivering mission-critical enterprise solutions that solve their most complex operational bottlenecks.

Location: London | Work Model: Hybrid

Appian’s Enterprise Sales organization drives strategic market expansion by partnering with global enterprises to modernize core operations through AI-Powered Process Automation. We empower organizations to achieve unprecedented speed, agility, and operational efficiency, positioning Appian as an indispensable partner in enterprise transformation.

This is a premier greenfield opportunity to establish, scale, and dominate Appian’s footprint across the UK general insurance sector. As an Enterprise Account Executive, you will take full ownership of a targeted territory, leading high-value, complex sales cycles (6–12 months) that replace legacy friction with unified enterprise solutions. If you are ready to serve as the strategic leader of your territory pod, align C-suite vision with measurable ROI, and capitalise on an uncapped market opportunity, this role offers an exceptional stage for your career.

• →Lead end-to-end complex enterprise sales engagements from targeted prospecting to executive sign-off across the general insurance ecosystem.
• →Execute a disciplined territory plan using the ValueSelling Framework, conducting in-depth client discovery to map business KPIs directly to Appian’s value proposition.
• →Architect multi-threaded deal strategies by aligning C-level LOB and IT stakeholders around total cost of ownership (TCO) and rapid time-to-value.
• →Partner cross-functionally with Customer Success, Solution Consulting, and Marketing to orchestrate comprehensive pursuit strategies and drive seamless post-sale adoption.
• →Drive top-of-funnel pipeline acceleration in collaboration with key systems integrators, consulting partners, and industry alliances.

• Bachelor’s degree.
• 10+ years of direct B2B enterprise software sales experience, with a documented history of quota overachievement and new customer logo acquisition.
• 5+ years of enterprise experience selling complex technology solutions directly into the insurance sector.
• Demonstrated mastery of Value Selling or equivalent structured enterprise sales methodologies (e.g., MEDDPICC, Challenger).
• Proven executive presence and presentation skills, capable of delivering ROI-driven business cases to senior LOB and IT decision-makers.
• Established, active network of enterprise relationships across insurers and industry delivery partners.
• Verifiable record of long, stable job tenure demonstrating resilience, dedication, and consistent career progression.

• Formal certification in the ValueSelling Framework.
• Direct experience orchestrating deals alongside global systems integrators (GSIs) and specialized InsurTech consultancies.
• 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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