Regional Vice President – Federal

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

📋 Description

• Oversee all regional revenue channels and sales operations.

• Ensure accurate management of the sales pipeline and meet quarterly and annual booking objectives.

• Provide guidance and mentorship to direct sales team members through tactical coaching.

• Coordinate cross-functional resources throughout the customer relationship lifecycle, from lead generation to delivery.

• Develop and sustain relationships at the executive level with key decision-makers and thought leaders.

• Lead territory planning, pricing strategies, and contract negotiations.

• Secure significant, multi-year enterprise agreements.

• Formulate territory strategies and participate in high-level tactical discussions with C-suite executives and agency advocates.

• Influence the expansion of Appian within major enterprise and public sector accounts.

⛳️ Requirements

• A minimum of a Bachelor’s Degree in Business, Administration, Information Technology, or a related field.

• Over 10 years of quota-carrying enterprise software sales experience targeting large, complex organizations.

• Demonstrated success in building and leading multi-channel sales teams with consistent quota achievement.

• Strategic expertise in complex sales methodologies, territory decision-making, accurate pipeline forecasting, and executive-level negotiations.

• Strong experience leading sales initiatives across all functional areas of an enterprise.

• Extensive knowledge in platform sales, Case Management, or Enterprise Applications.

• Preferred strong vertical expertise in Federal Enterprise software markets.

• Preferred mastery of modern forecasting platforms and data-driven CRM tools such as Salesforce or Clari.

• Preferred experience with enterprise platforms like Salesforce or ServiceNow.

🏝️ Benefits

• 401(k) plan with company match.

• Flexible time off.

• Paid parental leave.

• Medical, dental, and vision plans.

• Life insurance.

• Disability insurance.

• Wellness programs.

• Flexible spending accounts.

• Contributions to health savings accounts.

• Employee referral bonus program.

• Resources for learning and development.

• Department-specific onboarding training.

• Ongoing learning and mentorship opportunities.

• First-Friend program.

• Leadership program for new and aspiring managers.

• Specialized training at Appian University.

• Skills-based training.

• Tuition reimbursement.

• Employee-led affinity groups.

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

• Employee Stock Purchase Program (ESPP).

• Retirement/pension plan.

• Wellness dollars.

• Family-forming benefits.

• Certain positions may qualify for equity awards.