Enterprise Account Executive - US Air Force

Appian; Charlotte (NC); On-site; USD 125,000 - 225,000; Full time

Benefits offered by this job

401(k) plan with company match

Flexible time off

Paid parental leave

Medical, dental, and vision plans

Life insurance

Disability insurance

Job summary

Appian is seeking an experienced Account Executive to navigate a primarily greenfield geographic territory and manage complex sales cycles. The successful candidate will have a strong sales background, ideally with experience selling technologies to the US Air Force or Space Force, along with a proven history of quota achievement.

The role offers a competitive base salary range of $125,000-$225,000, alongside a comprehensive benefits package, including flexible time off, 401(k) with company match, and various wellness programs.

Join a dynamic team at Appian where you can drive digital transformation and grow your career!

Qualifications

• Experience navigating a complex sales cycle from start to finish.
• Strong presentation skills for delivering in-person and virtual presentations.
• Actively seeking to understand industry trends.
• 7+ years of direct selling experience, with 2+ as an Enterprise Account Executive.

Responsibilities

• Navigate a greenfield geographic territory and top of funnel activity.
• Manage complex sales cycles to a successful close.

Skills

Navigating complex sales cycles

Strong presentation skills

Understanding industry trends

Sales experience with US Air Force or Space Force

Consistent quota achievement

Client discovery and building business value

Education

Bachelor's Degree in relevant field

Job description

Overview

Here at Appian, our values of Intensit y 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. 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 and prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

Qualifications

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
• 7+ 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 Air Force or Space Force
• 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
• Bachelors Degree in a relevant field

Responsibilities

The Account Executive role is responsible for navigating a greenfield geographic territory, top of funnel activity and prospecting while effectively managing a complex sales cycle to a successful close.

Compensation and Benefits

The base salary for this role is between $125,000-$225,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

In addition, Appian provides generous benefits offerings that include a 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, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Approach and Resources

• Tools and Resources: training and development during onboarding, mentorship programs and ongoing learning opportunities
• Growth opportunities: leadership programs, university courses, skills-based training, and tuition reimbursement
• Community: inclusive environment with employee-led affinity groups and community activities

Equal Opportunity

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. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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