Enterprise Account Executive - Federal Civlian

Appian Corporation•McLean, VA

1d•$125,000 - $225,000•Onsite

About The Position

Appian is seeking an Enterprise Account Executive to own a strategic, high-growth geographic territory in the Federal Civilian market. The role focuses on selling Appian’s enterprise-grade orchestration and AI-powered process automation software to government decision-makers modernizing legacy infrastructure. The successful candidate will advise senior executives, pursue new customers, and help expand Appian’s presence across the United States. The position is a field role based in McLean, Virginia, and involves leading complex enterprise sales from discovery through close, developing pipeline through strategic prospecting and territory planning, presenting business value to line-of-business and IT leaders, and coordinating internal teams and partners to advance opportunities. The role also requires analyzing industry and competitive trends to position Appian’s solutions effectively. The stated base salary range is $125,000–$225,000 USD. Sales roles may also be eligible for commission under applicable plans. Appian describes benefits that may include retirement savings with company match, flexible time off, paid parental leave, health coverage, life and disability insurance, wellness programs, flexible spending accounts, health savings account contributions, employee referral rewards, learning and development resources, equity awards for certain positions, employee stock purchase participation, family-forming benefits, and tuition reimbursement. Benefits vary by country and may change.

Requirements

Bachelor’s degree in Marketing, Business, Communications, Computer Science, or a related field.
At least 5 years of direct software-selling experience, including at least 2 years as an Enterprise Account Executive.
A consistent record of quota achievement and winning new customer logos.
Demonstrated mastery of complex enterprise sales cycles, with a history of long, stable job tenure and a positive career trajectory.
Excellent communication and presentation skills, with the ability to conduct deep client discovery and develop comprehensive financial business cases.

Nice To Haves

Experience selling complex, multi-stakeholder software solutions directly to Federal Civilian organizations.
Knowledge 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 in the Federal Civilian market, from initial client discovery through close.
Build a sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
Deliver virtual and in-person value-based presentations to line-of-business and IT leadership, communicating ROI and business value.
Coordinate 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 against alternatives and establish trusted-advisor relationships with senior executives.