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.
Location: Madrid, Spain Work Model: On-site (5 days/week)
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.
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.
- 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.
- 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.
- Fluent English and Spanish language skills
- 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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Tools and Resources
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We'll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We've been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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