Note: The job is a remote job and is open to candidates in USA. Appian provides AI automation for important business processes at large organizations through its enterprise platform. The Enterprise Account Executive will own a strategic territory focused on the Department of Homeland Security, leading complex sales cycles, building pipeline, presenting business value, coordinating cross-functional teams, and advising senior executives.

Responsibilities

• Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Department if Homeland Security, 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

• Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field
• 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive
• Proven track record of consistent quota achievement and a history of winning net-new customer logos
• Demonstrated mastery managing complex enterprise sales cycles
• A positive career trajectory
• 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 Federal Civilian organizations
• 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

• Sales roles may be eligible to participate in a 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 plans
• Dental plans
• 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.
• Department-specific training during onboarding
• Continuous learning
• Dedicated mentorship
• First-Friend program
• Leadership program tailored for new and aspiring managers
• Specialized department training through Appian University
• Skills-based training
• Tuition reimbursement
• Employee-led affinity groups
• Health coverage
• Employee Assistance Program (EAP) with free mental health support
• Employee Stock Purchase Program (ESPP)
• Retirement/pension plan
• Wellness dollars
• Family-forming benefits

Company Overview