Regional Vice President - Federal

Appian Corporation; McLean (VA); On-site; USD 150,000 - 300,000; Full time

Job summary

Appian is seeking a Regional Vice President to scale a high-growth territory and lead Enterprise Account Executives. You will shape territory strategies, engage with C-suite and agency leaders, and influence expansion across enterprise and public sector accounts.

You will manage regional revenue streams, mentor a high-performing team, and align cross-functional resources to deliver compelling business outcomes for large organizations.

Qualifications

• Bachelor's degree in Business, Administration, Information Technology, or related field.
• 10+ years of quota-carrying enterprise software sales experience selling into large, complex organizations.
• Proven track record of building and leading multi-channel sales organizations with consistent quota achievement.
• Strategic mastery of complex sales methodologies, territory planning, accurate pipeline forecasting, and executive-level negotiation.

Responsibilities

• Manage Regional Revenue Streams: direct all regional revenue streams and sales operations, ensuring pipeline management and quarterly/yearly targets.
• Lead and Mentor Teams: guide a team of direct sales professionals to achieve individual and team quota.
• Orchestrate Cross-Functional Resources: align resources across the lifecycle to fulfill the client’s business case.
• Build Executive Relationships: establish and nurture executive-level relationships with key decision-makers and thought leaders.
• Execute Strategic Territory Planning: drive territory planning, pricing strategies, and contract negotiations for high-value enterprise deals.

Skills

Enterprise software sales

Leadership

Sales methodologies

Domain depth

Education

Bachelor's degree

Tools

Salesforce

Clari

ServiceNow

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.

Drive regional revenue growth and lead a high-performing sales team delivering elite automation solutions to the world’s most impactful organizations.

Location: McLean, VA | Work Model: Hybrid

About the Team

The Appian Sales leadership team is a group of high-energy, results-driven executives dedicated to accelerating our market share in AI-Powered Process Automation. We partner with large, complex organizations to modernize their legacy systems and streamline mission-critical operations. Our team culture thrives on strategic execution, accurate forecasting, and a shared commitment to establishing Appian as the gold standard for Enterprise-Grade Orchestration.

The Opportunity

When you sell for Appian, you are backed by an industry pioneer with an extraordinary suite of products and services. As a Regional Vice President (RVP), you have a premier opportunity to scale a high-growth territory and lead a dedicated team of Enterprise Account Executives. This is not a role focused on maintaining the status quo; you will actively shape territory strategies, engage in high-level tactical discussions with C-suite and agency champions, and directly influence Appian’s expansion across major enterprise and public sector accounts.

What You’ll Do

• Manage Regional Revenue Streams: Direct all regional revenue streams and sales operations, ensuring precise pipeline management and consistent achievement of quarterly and yearly booking targets.
• Lead and Mentor Teams: Guide a team of direct sales professionals, providing tactical coaching to ensure individual and team quota achievement.
• Orchestrate Cross-Functional Resources: Align resources across the customer relationship lifecycle—from initial lead generation to delivery—to ensure total fulfillment of the client's business case.
• Build Executive Relationships: Establish and maintain executive-level relationships with key decision-makers and thought leaders within prospective and existing accounts.
• Execute Strategic Territory Planning: Drive sophisticated territory planning, pricing strategies, and contract negotiations to secure high-value, multi-year enterprise agreements.

Required Qualifications

• Education: Minimum of a Bachelor’s Degree in Business, Administration, Information Technology, or a related field.
• Experience: 10+ years of quota-carrying enterprise software sales experience selling into large, complex organizations.
• Leadership: Proven track record of building and leading multi-channel sales organizations with consistent quota achievement.
• Sales Methodologies: Strategic mastery of complex sales methodologies, territory decisioning, accurate pipeline forecasting, and executive-level negotiation.
• Domain Depth: Strong background leading sales efforts across all functional areas of an enterprise, with deep expertise in platform sales, Case Management, or Enterprise Applications.

Preferred Qualifications

• Strong vertical expertise within the Federal Enterprise software markets.
• Mastery of modern forecasting platforms and data-driven CRM tools like Salesforce or Clari.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

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.

In addition, 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. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range

$150,000 - $300,000 USD

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.

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.

About Appian

Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique 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 . [Nasdaq: APPN]

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.

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