Account Executive - Federal Civilian

Appian Corporation•McLean, VA

19h•$125,000 - $225,000•Hybrid

About The Position

Appian is seeking an Account Executive for the Federal Civilian sector. This role is a hybrid field position based in McLean, VA. The Appian Public Sector team focuses on helping the Federal Government revolutionize their business processes using AI-Powered Process Automation. The Enterprise Account Executive will own a strategic territory, selling market-leading Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure. The role involves acting as a visionary advisor, landing new clients, and accelerating career growth.

Requirements

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 with a history of long, stable job tenure and a positive career trajectory.
Superb communication and presentation skills, with a 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 Agencies.
Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Federal Civilian sector, 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.