Enterprise Account Executive - US Department of Agriculture
About The Position
The Enterprise Account Executive will own a strategic, high-growth geographic territory covering the US Department of Agriculture. The role focuses on selling Appian’s enterprise-grade orchestration software and AI-powered process automation to help customers modernize legacy infrastructure and address complex operational challenges. The Account Executive will serve as a strategic advisor to senior decision-makers, pursue new customer logos, and grow Appian’s presence in the territory. This is a field role based in McLean, Virginia. The position involves leading enterprise sales from discovery through close, developing pipeline through strategic prospecting and territory planning, and communicating business value and ROI to business and IT leadership. The Account Executive collaborates with Customer Success, Solutions Consultants, and partners to advance opportunities and analyzes industry and competitive trends to position Appian effectively. Appian provides onboarding and ongoing development resources, including department-specific training, mentorship, its First-Friend program, Appian University, leadership development, and tuition reimbursement. The company also describes an inclusive community supported by employee-led affinity groups. Compensation includes a base salary range of $125,000–$225,000 USD; sales roles may be eligible for commission, and certain positions may be eligible for equity awards. Benefits offerings vary by location and may include health coverage, retirement plans, insurance, wellness support, paid parental leave, flexible time off, tuition reimbursement, and family-forming benefits.
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.
- Proven record of consistent quota achievement and winning net-new customer logos.
- Demonstrated ability to manage complex enterprise sales cycles.
- History of long, stable job tenure and a positive career trajectory.
- Strong communication and presentation skills.
- 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 clients.
- 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 US Department of Agriculture, from initial client discovery through successful close.
- Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver value-based virtual and in-person 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 market alternatives and establish trusted-advisor relationships with senior executives.
- Win net-new customer logos and expand Appian’s presence in the territory.
Benefits
- 401(k) plan with company match
- Flexible time off
- Paid parental leave
- Medical, dental, and vision plans
- Life insurance
- Disability insurance
- Wellness programs and wellness dollars
- Flexible spending accounts
- Health savings account contributions
- Employee referral bonus program
- Learning and development resources
- Equity awards may be available for certain positions
- Employee Assistance Program with free mental health support
- Employee Stock Purchase Program
- Retirement or pension plan
- Tuition reimbursement
- Family-forming benefits
- Commission plan eligibility for sales roles, subject to applicable plans and policies
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What This Job Offers
Job Type
Full-time
Career Level
Senior
