Enterprise Account Executive - Federal Civilian
About The Position
Appian is hiring an Enterprise Account Executive for its Federal Civilian team. The role owns a strategic, high-growth geographic territory and sells enterprise-grade orchestration software to decision-makers modernizing legacy infrastructure. The successful candidate will serve as a trusted advisor, use industry use cases to win new customers, and help expand Appian’s presence across the United States. This is a field role based in McLean, Virginia, focused on the U.S. Department of Agriculture. The position involves leading complex enterprise sales from discovery through close, developing pipeline through prospecting and territory planning, and presenting business value to line-of-business and IT leaders. The account executive will coordinate internal teams and partners to advance opportunities and use industry and competitive insights to position Appian’s platform. The role requires at least five years of direct software sales experience, including at least two years as an Enterprise Account Executive, along with a record of quota achievement and winning new customer logos. Appian provides department-specific onboarding, ongoing training, mentorship, development opportunities, and employee affinity groups. Compensation includes a base salary range of $125,000–$225,000, and sales roles may be eligible for commission. Benefits and eligibility vary by location and applicable plan terms.
Requirements
- Bachelor’s degree in Marketing, Business, Communications, Computer Science, or a related field.
- At least 5 years of direct software selling experience, including a minimum of 2 years as an Enterprise Account Executive.
- Consistent quota achievement and a history of 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 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 U.S. Department of Agriculture, from 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 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.
- Win net-new customer logos and expand Appian’s footprint across the Federal Civilian market.
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
- Tuition reimbursement
- Employee Assistance Program with free mental health support
- Employee Stock Purchase Program
- Retirement or pension plan
- Family-forming benefits
- Certain positions may be eligible for equity awards
- 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
