Account Executive - Department of Homeland Security

Appian•McLean, VA

13d•Hybrid

About The Position

Appian is seeking a high-performing Account Executive to join their Public Sector team, focusing on the Department of Homeland Security. This role involves revolutionizing mission-critical business processes and operations for the Federal Government through AI-Powered Process Automation. The team operates as a collaborative ecosystem, working with internal engineering, customer success, and partner networks to dominate the automation market. The Enterprise Account Executive will own a strategic, high-growth geographic territory, selling market-leading Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure. The role requires acting as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos 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.
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 Federal Civilian organizations.
Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Command complex, end-to-end enterprise sales cycles across the Department of Homeland Security, navigating from initial client discovery to a 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.