Account Executive - UKI Retail

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together. 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