Enterprise Account Executive - 4th Estate

Appian; McLean (VA); Hybrid; USD 125,000 - 225,000; Full time

Benefits offered by this job

401(k) with company match

Paid parental leave

Medical, dental, and vision plans

Life and disability insurance

Employee stock purchase program

Job summary

Appian is seeking an Enterprise Account Executive in McLean, VA for a hybrid field role. You will own a strategic territory and drive end-to-end enterprise sales of our AI-powered orchestration platform to federal and commercial customers.

You will build pipelines, deliver value-based ROI presentations to CIOs and business leaders, and orchestrate cross-functional teams to close large deals, while establishing yourself as a trusted advisor to senior executives.

Qualifications

• 5+ years of direct software selling experience, including a minimum of 2 years as an Enterprise Account Executive.
• Bachelor’s degree in Marketing, Business, Communications, Computer Science, or a related field.
• Proven track record of consistent quota attainment and a history of winning net-new customer logos.
• Demonstrated mastery managing complex enterprise sales cycles with long, stable job tenure.
• Superior discovery and presentation skills with ability to build compelling financial business cases.

Responsibilities

• Lead complex, end-to-end enterprise sales cycles from discovery to close.
• Build and manage a robust top-of-funnel pipeline through strategic prospecting and territory planning.
• Deliver value-based presentations to Line of Business and IT leadership, showing ROI and business impact.
• Coordinate cross-functional teams including Customer Success, Solutions Consultants, and partner ecosystems.
• Position Appian as a trusted advisor to senior executives and land net-new logos.

Skills

Enterprise software sales

Quota attainment

Discovery & presentation

Complex sales cycles

Cross-functional collaboration

Education

Bachelor's degree in Marketing, Business, Communications, Computer Science, or related field

Tools

Salesforce

MEDDPICC

Value-based selling

Job description

# Enterprise Account Executive - 4th EstateNovember 10, 2026Apply NowExperienced HireSalesMcLean, VirginiaHere at Appian, our values of **Intensity** 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.** Location: **McLean, VA** | Work Model: **Hybrid Field Role**### About the TeamThe Appian Federal Sales team is a high-performing group dedicated to helping Federal Agencies revolutionize their business operations. Our mission is to expand Appian’s footprint across the United States by demonstrating how our platform delivers **AI-Powered Process Automation** to solve the industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.### The OpportunityAre you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading **Enterprise-Grade Orchestration** software to decision-makers who are actively looking to modernize legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.### What You’ll Do* **Command Complex Sales Cycles:** Lead complex, end-to-end enterprise sales cycles across the 4th Estate community, navigating from initial client discovery to a successful close.* **Build Top-of-Funnel Pipeline:** Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.* **Deliver Value-Based Presentations:** Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.* **Orchestrate Cross-Functional Teams:** Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.* **Establish Trusted Advisor Status:** Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.### Required Qualifications* **Degree:** Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.* **Experience:** 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.* **Quota Achievement:** Proven track record of consistent quota achievement and a history of winning net-new customer logos.* **Deal Mastery:** Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.* **Discovery Skills:** Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.### Preferred Qualifications* Prior experience selling complex, multi-stakeholder software solutions directly to 4th Estate clients.* Mastery of strategic sales methodologies, such as **MEDDPICC** or Value-Based Selling.* We value experience with enterprise platforms such as **Salesforce** or **ServiceNow**, as these skills translate well into our **Enterprise-Grade Orchestration** environment.### #LI-MB1The base salary range per provided 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.Base Salary Range$125,000—$225,000 USD**Tools and Resources*** Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.* Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.* Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.**Benefits**Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.**About Appian**Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com.Follow Appian: LinkedIn, YouTube, Instagram, Facebook, and X.*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.**Appian's Applicant & Candidate Privacy Notice*