Enterprise Account Executive - Federal Civlian

Appian•McLean, VA

22h•Onsite

About The Position

Appian is hiring an Enterprise Account Executive to own a strategic, high-growth geographic territory focused on Federal Civilian customers. The role is part of Appian’s Public Sector team, which helps the Federal Government modernize mission-critical business processes and operations with AI-powered process automation. This field role is based in McLean, Virginia. The position involves selling enterprise-grade orchestration software to decision-makers seeking to modernize legacy infrastructure. The Account Executive will develop new business, manage complex sales cycles from discovery through close, and serve as a strategic advisor to senior executives. The role collaborates with internal teams and partners to deliver customer value and grow Appian’s footprint.

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 build comprehensive financial business cases.

Nice To Haves

Experience selling complex, multi-stakeholder software solutions directly to Federal Civilian organizations.
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 Federal Civilian space, from initial client discovery through close.
Build a 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 with 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.