Enterprise Account Executive - AI-Driven Automation Remote

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

Benefits offered by this job

401(k) match

Flexible time off

Paid parental leave

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

Wellness programs

FSA contributions

HSA contributions

Employee referral bonus program

Learning and development resources

Equity awards eligibility

Job summary

Appian is seeking an Enterprise Account Executive to own a strategic, high-growth geographic territory and sell our Enterprise-Grade Orchestration software to decision-makers across federal and commercial markets. This role emphasizes visionary advising, multi-stakeholder selling, and a strong art of building ROI-focused business cases.

You will lead complex sales cycles, build top-of-funnel pipelines, and coordinate cross-functional teams to close large, strategic deals while advancing Appian's

Qualifications

• Bachelor's degree in Marketing, Business, Communications, Computer Science, or a related field.
• 5+ years of direct software selling experience, including 2+ years as an Enterprise Account Executive.
• Proven quota achievement and history of winning net-new logos.
• Experience managing complex enterprise sales cycles with long tenure and positive trajectory.
• Excellent discovery and ability to build compelling financial business cases.

Responsibilities

• Lead end-to-end enterprise sales cycles across Aerospace and Defense, from discovery to close.
• Build a robust pipeline through prospecting and territory mapping.
• Deliver value-based presentations to LOB and IT leadership illustrating ROI.
• Coordinate cross-functional teams to maximize deal velocity and size.
• Position yourself as a trusted advisor to senior executives.

Skills

Software selling

Enterprise sales

Quota achievement

Discovery skills

Education

Bachelor's degree

Tools

Salesforce

ServiceNow

Job description

Appian is seeking an Enterprise Account Executive to own a strategic, high-growth geographic territory and sell our Enterprise-Grade Orchestration software to decision-makers across federal and commercial markets. This role emphasizes visionary advising, multi-stakeholder selling, and a strong art of building ROI-focused business cases.

You will lead complex sales cycles, build top-of-funnel pipelines, and coordinate cross-functional teams to close large, strategic deals while advancing Appian's