Appian Corporation

Compensation

Full Description

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. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer. The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close. In this role as an Acquisition Solutions focused Account Executive, you will lead the charge in modernizing the federal acquisition lifecycle, automating everything from Requirements Management and Source Selection to Contract Writing and Vendor Management. You will help agencies replace aging legacy systems with a unified, AI-driven platform that ensures compliance with FAR/DFARS regulations. To be successful in this role, you need: • Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems • Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value • A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals • Actively seeking to understand industry trends to help position against competitors Basic qualifications: • 5-10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to the US federal government • Deep understanding of the Federal Acquisition Regulation (FAR), DFARS, and the end-to-end government procurement lifecycle (Planning, Solicitation, Evaluation, Award, and Post-Award). • History of consistent quota achievement • Examples of landing new customer logos • Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory Desired qualifications: • Proven track record of selling Contract Lifecycle Management (CLM), ERP, or specialized procurement software. • Ability to articulate the value of Low-Code automation and AI in reducing procurement administrative burdens. • Prior experience holding a role in federal contracting, such as a Contracting Officer (CO/KO), Contract Specialist (1102 series), or Acquisition Program Manager. • Prior military service or experience operating within the Department of Defense (DoD) or defense ecosystem.