Federal Enterprise Account Executive

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

Benefits offered by this job

401(k) plan

Paid parental leave

Health, dental, and vision plans

Life insurance

Disability insurance

Wellness programs

Flexible spending accounts (FSA/HSA)

Employee referral bonus program

Learning and development resources

Equity awards (eligible)

Job summary

Appian Corporation in McLean, VA is seeking an Enterprise Account Executive to own a strategic, high-growth geographic territory and sell Enterprise-Grade Orchestration software to Federal Civilian stakeholders. You will land net-new logos and accelerate your career trajectory by serving as a trusted advisor to CIOs and Line of Business leaders.

You’ll lead end-to-end sales cycles, build a strong pipeline, deliver compelling value-based presentations, and coordinate cross-functional teams to

Qualifications

• Bachelor’s degree or equivalent in a related field.
• 5+ years of direct software selling experience.
• Proven track record of quota attainment and net-new logos.
• Demonstrated ability to manage complex enterprise sales cycles.
• Experience selling to Federal Civilian organizations is a plus.
• Familiarity with MEDDPICC or value-based selling.

Responsibilities

• Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Federal Civilian space, 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.

Skills

Direct software selling

Enterprise account management

Discovery skills

Forecasting & quota attainment

Executive stakeholder engagement

Education

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

Tools

Salesforce

ServiceNow

MEDDPICC

Job description

Appian Corporation in McLean, VA is seeking an Enterprise Account Executive to own a strategic, high-growth geographic territory and sell Enterprise-Grade Orchestration software to Federal Civilian stakeholders. You will land net-new logos and accelerate your career trajectory by serving as a trusted advisor to CIOs and Line of Business leaders.

You’ll lead end-to-end sales cycles, build a strong pipeline, deliver compelling value-based presentations, and coordinate cross-functional teams to