Account Executive - Federal Civilian

Appian•McLean, VA

6d•Hybrid

About The Position

Appian is seeking a motivated Account Executive to join their Public Sector team, focusing on the Federal Civilian sector. This role involves taking ownership of a strategic territory, selling market-leading Enterprise-Grade Orchestration software to government decision-makers looking to modernize their infrastructure. The Account Executive will act as a visionary advisor, leveraging industry use cases to acquire new clients and accelerate their career. The role requires commanding complex sales cycles, building a strong pipeline through strategic prospecting, delivering value-based presentations to leadership, orchestrating cross-functional teams, and establishing trusted advisor status by analyzing industry and competitive trends.

Requirements

Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
5+ years of direct software selling experience.
A 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.
Demonstrated ability to build comprehensive financial business cases.

Nice To Haves

Prior experience selling complex, multi-stakeholder software solutions directly to Federal Civilian Agencies.
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 the Federal Civilian sector, 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.