Head of Revenue Enablement

Appian; McLean (VA); On-site; USD 130,000 - 160,000; Full time

Benefits offered by this job

Health coverage

Employee Assistance Program

Retirement/pension plan

Tuition reimbursement

Job summary

Appian is seeking a seasoned leader for the Sales Enablement role to manage and scale their global team. This position involves architecting a comprehensive enablement strategy that aligns with Appian's revenue goals and ensuring programs are effectively localized.

The successful candidate will have over 12 years of experience in tech sales leadership, strong knowledge of enterprise sales methodologies, and the ability to improve onboarding programs. A Bachelor's degree in a related field is required.

Qualifications

• 12+ years of experience in tech Sales or Sales Enablement leadership.
• Proven track record of managing teams globally.

Responsibilities

• Manage a global team of enablement professionals.
• Develop a cohesive enablement roadmap aligned with revenue objectives.
• Optimize vendor relationships and contract negotiations.
• Oversee modernization of onboarding programs.

Skills

Leadership

Sales Enablement

GTM Strategy

Enterprise Sales Methodologies

Data-Driven KPIs

Education

Bachelor’s Degree in Business, Marketing, or Communications

Tools

Salesforce

ServiceNow

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.

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.

Equal Opportunity

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.