Account Executive - Intelligence Community

About the position

The Intelligence Community (IC) Account Executive role is responsible for navigating the US Intelligence Community, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close. While working in-person with customers is our main priority, we believe being in the office also provides more opportunities to come together and celebrate working with the exceptional people across Appian.

Responsibilities

• Navigate a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization.
• Work cross-functionally with the customer success team and externally across customer and partner ecosystems.
• Deliver in-person and virtual presentations to LOB & IT audiences.
• Perform client discovery, communicate ROI, and build business value.
• Act as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals.
• Actively seek to understand industry trends to help position against competitors.

Requirements

• Active Top Secret Clearance with the ability to obtain SCI + CI Polygraph.
• Geographically located in the Northern Virginia or Maryland regions.
• 5-10+ years of direct selling experience.
• Minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to the US Intelligence Community.
• History of consistent quota achievement.
• Examples of landing new customer logos.
• Strong job tenure with a history of loyalty and perseverance through long, stable job tenure and positive career trajectory.

Benefits

• Training and Development: Focus on equipping new hires with skills and knowledge for success through department-specific training.
• Continuous learning with dedicated mentorship and the First-Friend program.
• Growth Opportunities: Diverse array of growth and development opportunities including leadership programs and tuition reimbursement.
• Community: Inclusivity through 8 employee-led affinity groups that help employees build stronger networks.