Learning & Development Programs Lead

Appian Corporation•McLean, VA

3d•Onsite

About The Position

The Learning and Development (L&D) Programs Lead will define and lead the strategy, design, and execution of learning and development programs that drive measurable sales performance. This role brings together sales enablement, adult learning, and revenue strategy into a unified approach, building a scalable system that improves ramp time, increases win rates, and drives consistent execution across the global sales organization. This role will shape how Appian prepares its sales teams with the capabilities, insights, and behaviors needed to succeed in complex enterprise sales. This role is based at our HQ in McLean, VA. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office 5 days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

Requirements

10+ years in Sales Enablement, Sales L&D, or Revenue Enablement
5+ years leading teams and global programs
Bachelor’s Degree required in a related field
Experience in enterprise SaaS or complex B2B sales environments
Proven track record of improving measurable sales outcomes through L&D initiatives
Deep understanding of enterprise sales motions and methodologies
Data-driven mindset with experience tying enablement to revenue metrics with practical experience implementing the Kirkpatrick model
Exceptional stakeholder management and executive communication skills
Strong adult learning expertise

Nice To Haves

Experience building and scaling global onboarding programs that reduce ramp time and improve early-stage quota attainment
Certification or deep familiarity with leading sales methodologies
Experience enabling enterprise, multi-stakeholder, and platform-based sales motions focused on value-based sales
Proven experience implementing and optimizing enablement tech stacks and leveraging AI in the learning experience (e.g., Highspot, Seismic, LMS/LXP platforms, OpenAI, Gemini and Claude)
Experience with learning analytics, measurement frameworks, and connecting enablement efforts to revenue performance
Exposure to global sales organizations and regional localization strategies
Experience working cross-functionally with Product and Engineering, Product Marketing, RevOps, and Customer Success to align messaging and training
Familiarity with AI-driven learning tools, content personalization, and adaptive learning technologies

Responsibilities

Define and execute a global Sales L&D strategy aligned with revenue goals and GTM priorities
Build a multi-year roadmap covering onboarding, continuous development, leadership training, and role-based learning paths
Partner closely with Sales, Product Marketing, RevOps, and Customer Success leadership
Design and deliver high-impact programs across: New hire onboarding, Core sales methodologies, Product and industry knowledge, Executive selling and deal strategy
Implement blended learning approaches (live, digital, cohort-based, experiential)
Design L&D programs with learning objectives that directly support Sales’ business outcomes such as: Sales employee ramp time, Pipeline generation, Win rates, Deal size, Sales cycle length
Establish KPIs and measurement frameworks to track program effectiveness
Design and deliver a structured, role-based onboarding program that accelerates time-to-productivity
Define clear learning objectives and milestones aligned to early-stage performance expectations
Partner with Sales Leadership and RevOps to ensure onboarding reflects current GTM priorities
Continuously optimize onboarding based on ramp metrics, new hire performance, and feedback
Develop first-line manager and sales leader training programs
Equip leaders to coach effectively and reinforce behaviors in the field
Ensure programs are scalable and adaptable across geographic regions, functional roles and industry verticals
Drive consistency in messaging, methodology, and execution
Build and lead a high-performing L&D / enablement team
Manage external vendors, platforms, and content partners