Account Executive - Intelligence Community

Appian•McLean, VA

18h•Hybrid

About The Position

Appian is seeking an Account Executive to join their Public Sector team, focusing on the Intelligence Community. This role involves taking full ownership of a strategic, high-growth geographic territory, selling market-leading Enterprise-Grade Orchestration software to decision-makers looking to modernize legacy infrastructure. The Account Executive will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate career growth. The position is based in McLean, VA, with a hybrid work model.

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 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

Lead complex, end-to-end enterprise sales cycles across the Intelligence Community, 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.