Appian
Enterprise Account Executive - US Army
McLean, Virginia. Posted 3 months ago
The role
You will lead complex enterprise sales cycles across the US Army. You will build a pipeline through prospecting and deliver value-based presentations to leadership.
What you will do
- Lead complex, end-to-end enterprise sales cycles across the US Army.
- 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 and IT leadership.
- Align internal cross-functional resources to maximize deal velocity and size.
- Analyze industry and competitive trends to position Appian effectively against market alternatives.
Required qualifications
- Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
- 5+ years of direct software selling experience.
- Minimum of 2 years as an Enterprise Account Executive.
- Proven track record of consistent quota achievement.
- History of winning net-new customer logos.
- Mastery managing complex enterprise sales cycles.
- History of long, stable job tenure.
- Ability to execute deep client discovery.
- Ability to build comprehensive financial business cases.
Nice to have
- Prior experience selling complex, multi-stakeholder software solutions directly to the US Army.
- Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
- Experience with enterprise platforms such as 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
- health savings account contributions
- employee referral bonus program
- learning and development resources
- Employee Assistance Program (EAP) with free mental health support
About the company
Appian provides AI automation for the most important business processes at the world’s largest organizations. The company has been automating processes for more than 25 years.