Enterprise Account Executive - HHS

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

Benefits offered by this job

401(k) with company match

Paid parental leave

Medical plan

Dental plan

Vision plan

Life insurance

Disability insurance

Wellness programs

Employee Stock Purchase Program

Tuition reimbursement

Job summary

Appian seeks an Enterprise Account Executive to grow our Federal Health portfolio (FDA, CDC, HRSA, SAMHSA) with a hunter focus and strategic account support. You will own territory, engage senior stakeholders, and lead complex enterprise software cycles across agencies.

A successful candidate will have 5+ years in enterprise SaaS sales to federal health entities and a Bachelor’s degree. Base salary highlights and benefits follow.

Qualifications

• 5+ years of direct enterprise software sales experience.
• Experience selling SaaS/Platform technologies to Federal Civilian or Federal Health agencies.
• Bachelor's degree required.

Responsibilities

• Drive territory execution across FDA, CDC, HRSA, and SAMHSA to close 6–12 month enterprise software sales cycles.
• Consultative problem solving with senior customer leadership to map Appian’s platform to outcomes.
• Anchor account stewardship and expand within the territory.
• Orchestrate cross-functional and SI partner resources to maximize deal velocity.
• Maintain high-intensity pipeline through outbound engagement and in-person agency touchpoints.

Skills

Enterprise software sales

Federal health sales

Quota achievement

Education

Bachelor’s degree

Job description

Here 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.

About the Opportunity

At Appian, our values of Intensity and Excellence define who we are. We set high standards, tackle complex problems, and deliver transformative low-code automation, AI, and process orchestration to the world’s most critical organizations. We are seeking a high-performing Enterprise Account Executive (EAE) to drive growth across a high-impact Federal Health portfolio.

In this role, you will hold complete territory ownership over four vital agencies: FDA, CDC, HRSA, and SAMHSA. This is a hunter-focused role with an established anchor account: 80% Focus – New Business Acquisition and 20% Focus – Strategic Account Support.

80% Focus – New Business Acquisition: Proactively account plan, prospect, and execute enterprise sales motions across FDA, CDC, HRSA, and SAMHSA to land net-new logos and expand agency presence and prominence.

20% Focus – Strategic Account Support: Partner closely with our customer leadership on a cornerstone enterprise account ensuring long-term relationship health, executive alignment, and strategic account success and expansion.

What You’ll Do

• Drive Territory Execution: Actively attack your territory—identifying key stakeholders within FDA, CDC, HRSA, and SAMHSA to build, advance, and close complex 6–12 month enterprise software sales cycles.
• Consultative Problem Solving: Serve as a trusted advisor to senior customer leadership (LOB and IT), using deep discovery to uncover critical operational friction and map Appian’s platform to high-value business outcomes.
• Anchor Account Stewardship: Nurture and grow our existing cornerstone account, leveraging its success as a reference model for expanding throughout your territory.
• Orchestrate Resources: Mobilize cross-functional teams — including internal POD members (e.g. Solution Architects, Customer Success, Capture, Industry Lead) and external System Integrator (SI) partner ecosystems — to execute strategic account plans and maximize deal velocity.
• Maintain High Intensity: Consistently generate top-of-funnel pipeline through outbound engagement, event attendance execution and followup, partner leverage, and regular in-person agency touchpoints.

What We Are Looking For

• 5+ Years of Direct Enterprise Software Sales Experience selling complex SaaS/Platform technologies into Federal Civilian or Federal Health agencies (HHS including but not limited to FDA, CDC, SAMHSA, and HRSA).
• Consistent Top Performance: Track record of achieving or exceeding 100%+ of quota over the past 3 to 5 years.
• Career Stability: Demonstrated history of tenure and loyalty, with 2.5+ years minimum per role over your last several positions (or a clear, compelling context behind any career progression).
• Consultative & Aggressive Motion: A balanced sales style combining deep business acumen, active listener discovery, and a bias for action to get in front of decision-makers and move deals forward.
• Complex Sales Cycle Mastery: Experience navigating multi-stakeholder enterprise deals ($250k+ ARR / 6–12 month sales cycles) involving both business owners and IT leaders. Examples of landing new customer logos.
• Education: Bachelor’s degree in Business, Technology, or a related field.

Why Appian?

Industry‑Leading Platform: Sell a recognized leader in low-code process automation, process‑centric agent orchestration, and enterprise workflow modernization.

Growth & Support: Dedicated enablement, First‑Friend mentorship programs, and strong cross‑functional alignment to ensure you hit the ground running.

Benefits

• 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.
• Base Salary Range $125,000—$225,000 USD. The 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.
• 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.
• Other benefits: 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 understand enterprise operations like no one else. For more information, visit appian.com.

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