Note: The job is a remote job and is open to candidates in USA. Appian is a company that provides AI automation for mission-critical work. They are seeking an Enterprise Account Executive to lead complex sales cycles and build a robust pipeline within the US Army, leveraging their platform to modernize legacy infrastructure.
Responsibilities
- Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the US Army, 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
Skills
- 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
- Prior experience selling complex, multi-stakeholder software solutions directly to the US Army
- Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling
- We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment
Benefits
- Commission plan subject to the terms of the applicable plans and policies
- 401(k) plan with company match
- Flexible time off
- Paid parental leave
- Medical, dental, and vision plans
- Life insurance
- Disability insurance
- Wellness programs
- Flexible spending accounts
- Health savings account contributions
- Employee referral bonus program
- Learning and development resources
- Certain positions may be eligible for equity awards
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training
- Dedicated mentorship and the First-Friend program being widely utilized resources for new hires
- Growth and development opportunities, including our leadership program tailored for new and aspiring managers
- Comprehensive library of specialized department training through Appian University
- Skills based training
- Tuition reimbursement for those aiming to advance their education
- Community rooted in respect starting on day one
- 8 employee-led affinity groups
- Employee Assistance Program (EAP) with free mental health support
- Employee Stock Purchase Program (ESPP)
- Retirement/pension plan
- Wellness dollars
- Family-forming benefits
Company Overview