Head of Revenue Enablement

Appian Corporation•McLean, VA

About The Position

The Head of Revenue Enablement at Appian is responsible for leading and managing a high-performing GTM enablement organization that supports Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. This role will oversee a team of 7-8 direct reports and manage strategic vendor relationships, notably with Seismic.

Requirements

Bachelor’s Degree in Business, Marketing, Communications, or a related field.
12+ years of progressive experience in tech Sales, GTM strategy, or Sales Enablement leadership.
Proven track record of managing people managers and individual contributors across global theaters.
Deep, hands-on mastery of enterprise sales methodologies such as MEDDPICC, Value Engineering, and Strategic Account Planning.

Nice To Haves

Advanced certifications in sales enablement platforms or instructional design.
Proven success scaling revenue enablement organizations within hyper-growth SaaS environments.
Experience with enterprise platforms such as Salesforce or ServiceNow.

Responsibilities

Manage, coach, and drive accountability across a global team of 7-8 enablement professionals covering Field Enablement, Solution Consulting, Partner Channels, and Onboarding.
Develop and execute a cohesive, global enablement roadmap aligned with Appian's revenue objectives, ensuring programs are effectively localized across North America, US Public Sector, EMEA, and APJ.
Own the strategic vendor relationship, contract negotiation, and platform optimization for Seismic, integrating it deeply into daily sales workflows.
Accelerate sales productivity and increase deal sizes by institutionalizing the MEDDPICC framework and the Ambition Planning methodology globally.
Oversee the modernization of onboarding programs for new sellers and solution consultants to dramatically reduce ramp times.
Establish clear, data-driven enablement KPIs, tracking program adoption, sales velocity, and value engineering utilization to present directly to executive leadership.