Appian Corporation

Account Executive - Aerospace and Defense

McLean, Virginia

Sponsorship not specified$125k-$225kDetected 1 day ago

SalesforceSalesAccount ManagementRecruitingCustomer SuccessLeadershipCommunicationMentoringPublic Speaking

About the role

The Appian Public Sector team is a high-performing group dedicated to helping the Federal Government revolutionize their mission-critical business processes and operations.
Are you inspired by the chance to solve your customers' biggest challenges?
At Appian, you can make that kind of difference.

Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across Aerospace and Defense, navigating from initial client discovery to a successful close.
Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
Orchestrate Cross-Functional Teams: Align internal cross-functional resources-including Customer Success, Solutions Consultants, and partner ecosystems-to maximize deal velocity and size.
Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
You won't just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.

Degree: Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field.
Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos.
Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field.
5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.

We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training.
This commitment ensures that employees have access to a holistic range of development opportunities.
Community: We'll immerse you into our community rooted in respect starting on day one.
Appian fosters inclusivity through our 8 employee-led affinity groups.

Prior experience selling complex, multi-stakeholder software solutions directly to Aerospace and Defense organizations.
Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
#SaaS #EnterpriseSales #AccountExecutive #DigitalTransformation #LI-MB1
The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting.
Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.
Certain positions may be eligible for equity awards.
Base Salary Range
$125,000 - $225,000 USD
Tools and Resources
About Appian
Appian provides AI automation for mission-critical work.
Our platform is known for its unique reliability and scale.

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future.
Benefits vary by country-please ask your Talent Acquisition contact for details specific to the location you are applying to.

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 best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company.
That's what you get when you sell for Appian.
Our mission is to expand Appian's footprint across the United States by demonstrating how our platform delivers AI-Powered Process Automation to solve the industry's most complex operational challenges.
We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.
The Opportunity
As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory.
This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure.

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Appian is an equal opportunity employer that strives to attract and retain the best talent.
All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws.

This listing is sourced directly from Appian Corporation's careers page and normalized into a canonical job model.