Job Description

Accelerate commercial velocity and ensure governance for high-value transactions by structuring complex enterprise agreements that power Appian's global market growth.

Location: London, UK Work Model: Hydrid

About the Team

The Commercial Operations team sits at the vital intersection of Sales, Finance, and Legal at Appian. We are responsible for the critical governance, pricing strategies, and execution frameworks that turn enterprise pipeline into realized revenue. Our mission is to safeguard company margin and policy compliance while providing strategic deal mechanics that enable our field teams to win accounts in the competitive AI-Powered Process Automation market.

The Opportunity

Enterprise software agreements are sophisticated and fast-moving, requiring an exceptional blend of financial acumen, risk assessment, and strategic collaboration. As a Senior Commercial Operations Specialist, you have a premier opportunity to serve as an internal consultant and commercial architect for our elite sales organization. Operating with independence and authority over your daily priorities, you will directly influence contract accuracy, solve complex structuring hurdles, and significantly reduce transaction cycle times to accelerate Appian's growth.

What You’ll Do

• Structure and process complex enterprise deals efficiently, ensuring all commercial offers fully align with corporate pricing, margin guidelines, and revenue recognition policies.
• Draft, modify, and finalize complex contract terms and conditions for both net-new software logos and critical add-on expansion business.
• Partner cross-functionally with corporate Finance, Accounting, and Legal teams to review, interpret, and confirm complex commercial terms.
• Resolve commercial queries and pricing roadblocks from Sales, Sales Development, and Account Management teams utilizing enterprise quoting tools.
• Audit deal compliance against internal governance frameworks and external commercial regulations, serving as an authoritative voice on contract accuracy.
• Enable the field sales organization by serving as a core liaison for bid management practices, quoting optimization, and custom deal workflows.

Required Qualifications

• Education: Minimum of a Bachelor’s Degree in Finance, Business Administration, Economics, or a closely related professional discipline.
• Experience: 5+ years of experience in deal desk operations, contract management, or commercial sales operations within the enterprise software industry.
• Deal Structuring: Proven track record managing complex deal structuring, custom contract creation, and specialized pricing models.
• Systems Proficiency: Advanced proficiency navigating and managing high-velocity transactions inside an enterprise CRM system or modern CPQ (Configure, Price, Quote) architecture.
• Analytical Problem Solving: Exceptional analytical skills with a proven track record of researching and resolving complex operational problems under tight deadlines.

Preferred Qualifications

• Prior experience supporting long-cycle B2B enterprise software campaigns or specialized bid management teams.
• Strong familiarity with software revenue recognition principles (e.g., ASC 606).
• 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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