• Take full commercial and strategic ownership of major global insurance provider and broker accounts. • Develop and execute multi-year account plans, revenue targets and growth strategies. • Expand existing relationships across new business units, functions, regions and executive stakeholders. • Identify, qualify and close complex, high-value Data and AI services opportunities. • Build trusted relationships with C-suite executives and senior business, data and technology leaders. • Develop a detailed understanding of each customer’s strategic priorities and position Advancing Analytics’ capabilities against their most important business challenges. • Identify opportunities across areas such as underwriting, pricing, claims, broking, risk, customer experience, finance and regulatory reporting. • Lead the commercial development of multi-tower, multi-year Data and AI programmes. • Build relationships across customers’ global organisations, including stakeholders in the UK, Europe and North America. • Work with Microsoft, Databricks and other strategic partners to create and accelerate joint opportunities. • Coordinate closely with consulting and delivery teams to ensure strong customer outcomes and long-term account growth. • Maintain accurate account plans, opportunity information and forecasts within HubSpot. • Mentor and guide the wider account team, creating clear ownership and alignment across strategic pursuits.

• Develop and execute strategic account, marketing, and promotional plans to introduce and expand Trace3 Government solutions within assigned SLED accounts. • Proactively prospect, qualify, and pursue new business opportunities, building and maintaining a robust sales pipeline. • Negotiate, close, and manage contracts while maintaining strong, long-term client relationships. • Expand revenue within existing accounts by identifying cross-sell and upsell opportunities. • Conduct discovery to understand customer business objectives and propose appropriate technology solutions. • Develop a strong understanding of customers’ business environments and how Trace3 Government products and services align to their needs. • Organize and lead day-to-day sales activities to ensure timely, accurate, and high-quality responses to internal and external stakeholders. • Consistently achieve or exceed assigned sales quota and performance objectives. • Maintain accurate CRM records, forecasts, and pipeline management with commit accuracy within +/- established targets. • Represent Trace3 Government at conferences, client meetings, and industry events. • Perform additional duties as assigned.

• Gestione End-to-End del Ciclo di Vendita: Dalla costruzione e qualificazione della pipeline alla conduzione di demo consulenziali dei prodotti Accessiway, fino alla negoziazione e chiusura dei contratti. • Soluzioni Su Misura: Comprendere a fondo le esigenze dei clienti per presentare offerte commerciali personalizzate, ad alto valore e in linea con le policy aziendali. • Relationship Building: Costruire e nutrire relazioni solide e di fiducia con stakeholder e decision maker di aziende pubbliche e private. • Sinergia Interna & CRM: Collaborare a stretto contatto con i team di SDR, Marketing e Product Management, utilizzando il CRM aziendale per una gestione precisa e strutturata di pipeline e attività. • Cultura Sales & Trend di Mercato: Mantenerti costantemente aggiornato sui trend e sulle normative di accessibilità digitale, contribuendo attivamente alla crescita della cultura del team Sales.

Role Description Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory. What You’ll Do - Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Commercial and Financial Services sectors, navigating from initial client discovery to a successful close. - Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement. - Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value. - Orchestrate Cross-Functional Teams: Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size. - Establish Trusted Advisor Status: Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives. Qualifications - Degree: Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field. - Experience: 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive. - Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos. - Deal Mastery: Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory. - Discovery Skills: Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases. Preferred Qualifications - Prior experience selling complex, multi-stakeholder software solutions directly to Commercial, Insurance, or Financial Services clients. - Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling. - Experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment. Benefits - Generous benefits offerings including a 401(k) plan with company match. - Flexible time off and paid parental leave. - Medical, dental, and vision plans. - Life insurance and disability insurance. - Wellness programs and flexible spending accounts. - Health savings account contributions. - Employee referral bonus program. - Learning and development resources. - Potential eligibility for equity awards.