Enterprise Account Executive

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Manage a strategic, rapidly growing geographic territory

• Direct complex, comprehensive enterprise sales processes within the US Army from initial client engagement to successful closure

• Develop a strong, sustainable pipeline through effective prospecting, territory analysis, and proactive market interaction

• Provide value-driven virtual and in-person presentations to Line of Business and IT leaders

• Articulate ROI and business value effectively

• Coordinate with Customer Success, Solutions Consultants, and partner ecosystems to enhance deal speed and scale

• Evaluate industry and competitive trends

• Position Appian favorably against market competitors

• Cultivate trusted advisor relationships with senior executives

• Market Appian’s AI-Powered Process Automation and Enterprise-Grade Orchestration software

⛳️ Requirements

• Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related discipline

• Over 5 years of direct experience in software sales

• At least 2 years as an Enterprise Account Executive

• Demonstrated history of consistently achieving sales quotas

• Proven success in acquiring new customer logos

• Expertise in managing complex enterprise sales cycles

• Track record of long-term job stability and a positive career path

• Excellent communication and presentation skills

• Proven capability in conducting in-depth client discovery

• Competence in constructing detailed financial business cases

• Prior experience selling intricate, multi-stakeholder software solutions to the US Army is preferred

• Proficiency in strategic sales methodologies like MEDDPICC or Value-Based Selling is preferred

• Familiarity with enterprise platforms such as Salesforce or ServiceNow is preferred

🏝️ Benefits

• 401(k) plan with company matching

• Flexible time off

• Paid parental leave

• Medical, dental, and vision coverage

• Life insurance

• Disability insurance

• Wellness programs

• Flexible spending accounts

• Contributions to health savings accounts

• Employee referral bonus program

• Resources for learning and development

• Training and development provided during onboarding

• Opportunities for continuous learning and dedicated mentorship

• First-Friend program

• Leadership program for new and aspiring managers

• Specialized training through Appian University

• Skills-based training programs

• Tuition reimbursement

• Employee-led affinity groups and community initiatives

• Employee Assistance Program (EAP) offering free mental health support

• Employee Stock Purchase Program (ESPP)

• Retirement/pension plan

• Wellness dollars

• Family-forming benefits

• Certain roles may qualify for equity awards

• Sales positions may have eligibility for commission plans