Account Executive - Aerospace and Defense

Appian•McLean, VA

1d•Remote

About The Position

Appian is seeking an Account Executive for its Aerospace and Defense sector. This role is part of the Appian Public Sector team, focused on helping the Federal Government revolutionize its business processes and operations through AI-Powered Process Automation. The team operates collaboratively, working with engineering, customer success, and partners to lead the automation market. The Enterprise Account Executive will own a strategic, high-growth territory, selling market-leading Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure. The role involves acting as a visionary advisor, using industry use cases to acquire new clients and accelerate career growth.

Requirements

Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
5+ years of direct software selling experience.
Minimum of 2 years as an Enterprise Account Executive.
Proven track record of consistent quota achievement.
History of winning net-new customer logos.
Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.
Superb communication and presentation skills.
Demonstrated ability to execute deep client discovery and build comprehensive financial business cases.

Nice To Haves

Prior experience selling complex, multi-stakeholder software solutions directly to Aerospace and Defense organizations.
Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Lead complex, end-to-end enterprise sales cycles across Aerospace and Defense, from initial client discovery to successful close.
Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.