Head of Revenue Enablement

Appian; Atlanta (GA); On-site; USD 150,000 - 300,000; Full time

Benefits offered by this job

Health coverage

Employee Assistance Program

Tuition reimbursement

Employee Stock Purchase Program

Job summary

Appian in Atlanta is seeking an experienced leader for a strategic role focused on sales enablement. You will manage a global team dedicated to enhancing sales productivity and driving revenue growth. The role requires over 12 years in tech sales or sales enablement, establishing KPIs, and optimizing tools and processes.

Offering a comprehensive benefits package and a competitive salary range of $150,000 — $300,000 USD, Appian is an equal opportunity employer committed to fostering an inclusive work environment.

Qualifications

• 12+ years of experience in tech sales or sales enablement leadership.
• Proven track record of managing people managers.
• Deep expertise in enterprise sales methodologies.

Responsibilities

• Manage and drive accountability across a global team.
• Develop a cohesive, global enablement roadmap.
• Own vendor relationships and platform optimization.

Skills

Leadership in global teams

Sales Enablement expertise

Experience with enterprise sales methodologies

Proficient in sales tools like Salesforce

Education

Bachelor’s Degree in Business or related field

Job description

What You’ll Do:

• Lead & Scale: Manage, coach, and drive accountability across a global team of 7-8 enablement professionals covering Field Enablement, Solution Consulting, Partner Channels, and Onboarding.
• Architect Strategy: Develop and execute a cohesive, global enablement roadmap aligned with Appian's revenue objectives, ensuring programs are effectively localized across North America, US Public Sector, EMEA, and APJ.
• Optimize Tech & Process: Own the strategic vendor relationship, contract negotiation, and platform optimization for Seismic, integrating it deeply into daily sales workflows.
• Drive Deal Rigor: Accelerate sales productivity and increase deal sizes by institutionalizing the MEDDPICC framework and the Ambition Planning methodology globally.
• Accelerate Time-to-Productivity: Oversee the modernization of onboarding programs for new sellers and solution consultants to dramatically reduce ramp times.
• Measure Impact: Establish clear, data‑driven enablement KPIs, tracking program adoption, sales velocity, and value engineering utilization to present directly to executive leadership.

Required Qualifications:

• Education: Bachelor’s Degree in Business, Marketing, Communications, or a related field.
• Experience: 12+ years of progressive experience in tech Sales, GTM strategy, or Sales Enablement leadership.
• Leadership: Proven track record of managing people managers and individual contributors across global theaters.
• Methodologies: Deep, hands‑on mastery of enterprise sales methodologies such as MEDDPICC, Value Engineering, and Strategic Account Planning.

Preferred Qualifications:

• Advanced certifications in sales enablement platforms or instructional design.
• Proven success scaling revenue enablement organizations within hyper‑growth SaaS environments.
• Experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise‑Grade Orchestration environment.

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, with dedicated mentorship and the First‑Friend program widely utilized.
• Growth Opportunities: Diverse array of opportunities, including a leadership program tailor‑made 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.
• Community: Immersion into an inclusive community rooted in respect starting on day one. We foster inclusivity through 8 employee‑led affinity groups that help employees build stronger internal and external networks by planning social, educational, and outreach activities.

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.

Base Salary Range

$150,000 — $300,000 USD

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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