Head of Revenue Enablement

Appian Corporation • McLean, VA

5d

About The Position

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together. 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

• Years of experience: 12+ years in sales or sales enablement
• This position demands strong strategic vision, leadership acumen, deep sales enablement expertise, and the ability to effectively collaborate across multiple functions within Appian.
• Bachelor's Degree in a related field.

Responsibilities

• Strategic Leadership: Develop and implement a cohesive, global enablement strategy aligned with Appian's revenue objectives and GTM priorities. Partner closely with Sales Leadership and cross-functional stakeholders (Sales Ops, Marketing, Product Management) to ensure alignment and effectiveness of enablement programs. Serve as a key strategic advisor to the VP of Talent Development and the Sales Chief of Staff on enablement initiatives, performance insights, and continuous improvement.
• Team Leadership and Management: Lead and coach a team of 7-8 enablement professionals across Field Enablement, Solution Consulting Enablement, Partner Enablement, and Onboarding. Drive accountability within the enablement team, ensuring clear objectives, measurable outcomes, and high performance. Develop team capabilities through mentoring, coaching, and structured development opportunities.
• Enablement Program Execution: Oversee design, execution, and measurement of sales enablement programs (trainings, certifications, boot camps, onboarding, and skills development). Ensure enablement programs are effectively localized and customized for regional Field Sales teams while maintaining global consistency. Own and manage onboarding programs for all new sellers and solution consultants, accelerating their time-to-productivity.
• Vendor Management: Own the strategic relationship with Seismic, managing contract negotiations, performance assessments, and continuous optimization of the platform. Ensure effective integration and utilization of Seismic across enablement programs and sales processes.
• Metrics and Accountability: Establish clear, measurable enablement KPIs, track progress, and communicate impact to senior leadership. Regularly analyze program effectiveness and adjust strategies to continuously improve outcomes and sales productivity.
• Cross-Functional Collaboration: Collaborate closely with Product Management and Marketing to ensure enablement content reflects the latest product developments, competitive positioning, and market messaging. Partner with Sales Operations to align enablement initiatives with sales processes, methodologies (e.g. MEDDPICC), and CRM practices.

Benefits

• Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive