Enterprise Account Executive

About the role

Appian is seeking an Enterprise Account Executive to own a strategic, high‑growth territory in Tokyo. You will sell market‑leading enterprise‑grade orchestration software to Fortune 500 and leading financial institutions, acting as a visionary advisor to modernise legacy infrastructure.

Key responsibilities

• Lead complex, end‑to‑end enterprise sales cycles across Commercial and Insurance sectors, from discovery to close.
• Build a robust pipeline through strategic prospecting, territory mapping and proactive market engagement.
• Deliver high‑impact, value‑based presentations to Line of Business and IT leadership, communicating ROI and business value.
• Orchestrate cross‑functional teams—including Customer Success, Solutions Consultants and partner ecosystems—to maximise deal velocity and size.
• Analyse industry and competitive trends to position Appian as a strategic solution for senior executives.

Required profile

• Bachelor’s degree in Marketing, Business, Communications, Computer Science or related field.
• 5+ years of software selling experience, including at least 2 years as an Enterprise Account Executive.
• Consistent quota achievement and a proven record of winning net‑new customer logos.
• Demonstrated mastery of complex enterprise sales cycles and strong discovery and presentation skills.

Required skills

• Experience selling complex, multi‑stakeholder software solutions to Commercial, Insurance or Financial Services clients.
• Proficiency with strategic sales methodologies such as MEDDPICC or Value‑Based Selling.
• Hands‑on knowledge of enterprise platforms like Salesforce or ServiceNow.

What we offer

• Comprehensive health, life, disability and retirement benefits, including ESPP and tuition reimbursement.
• Onboarding training, mentorship programs and continuous learning through Appian University.
• Access to employee‑led affinity groups and an inclusive community culture.