Account Executive - Intelligence Community

Appian Corporation•McLean, VA

1d•$125,000 - $225,000•Hybrid

About The Position

Appian is seeking an Account Executive for the Intelligence Community. This role involves selling Appian's AI-Powered Process Automation platform to revolutionize mission-critical business processes and operations within the Federal Government. The position offers the opportunity to take full ownership of a strategic, high-growth geographic territory, acting as a visionary advisor to decision-makers looking to modernize legacy infrastructure. The role requires commanding complex sales cycles, building pipeline, delivering value-based presentations, orchestrating cross-functional teams, and establishing trusted advisor status within the Intelligence Community.

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 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 the Intelligence Community.
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 Intelligence Community, 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.