Renewal Account Manager

Appian; Washington (District of Columbia); On-site; USD 125,000 - 200,000; Full time

Benefits offered by this job

401(k) with company match

Paid parental leave

Medical, dental, vision plans

Life and disability insurance

Employee Stock Purchase Program

Tuition reimbursement

Job summary

Appian, a leader in AI-powered process automation, is seeking a Senior Renewal Account Manager in McLean, VA. You will own complex renewal negotiations and protect revenue across enterprise customers in a fast-paced, collaborative sales environment.

Lead renewal strategies, partner cross-functionally with Sales Ops, Deal Desk, Legal, and Account Executives, and forecast accurately. Strong background in enterprise software and long-tenure client relationships is required.

Qualifications

• Bachelor’s degree required; equivalency is not accepted.
• 10+ years in renewal, sales, account management, or customer success in SaaS/tech.
• Proven track record of quota attainment and managing complex contract lifecycles.
• Cross-functional collaboration with Sales Ops, Deal Desk, and Legal.
• Foundational leadership or mentorship experience in enterprise software sales.

Responsibilities

• Lead renewal strategies and execution within territory to mitigate risk.
• Partner cross-functionally with Account Executives, Sales Operations, Deal Desk, Legal, and Partners to align resources.
• Negotiate high-value enterprise contracts, navigating legal/commercial hurdles.
• Execute accurate forecasting for in-quarter and out-quarter renewals.
• Identify efficiency bottlenecks in the renewal lifecycle and propose scalable solutions.

Skills

Renewal sales

Cross-functional collaboration

Negotiation

Leadership

Contract management

Education

Bachelor’s degree

Tools

Salesforce

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.

Renewal Account Manager

Drive multi-million dollar retention strategies and fuel the growth of the world's leading enterprise brands by mastering the art of the renewal lifecycle.

Location: McLean, VA | Work Model: On-site (5 days/week)

About the Team

The Appian Renewal Sales team is a high-performing, fast-paced, and collaborative organization dedicated to protecting and expanding our global revenue footprint. We partner closely with cross-functional stakeholders to ensure our clients continuously realize maximum value from their investments, supporting Appian’s rapid growth in the AI-Powered Process Automation market.

The Opportunity

Why join Appian? As a Senior Renewal Account Manager, you aren’t just processing transactions—you are a strategic orchestrator. You will own complex commercial negotiations and safeguard revenue at a company recognized for driving massive enterprise digital transformation. Backed by our world-class collaborative sales organization and programs like ValueSelling Framework training and the Appian MBA leadership initiative, this role offers an elite trajectory for sales professionals who want to execute with intensity and work to impact under our Enterprise-Grade Orchestration model.

What You’ll Do

• Lead Comprehensive Renewal Strategies: Drive the development and execution of renewal strategies within your assigned territory, taking proactive action several quarters ahead of contract end dates to mitigate risk.
• Partner Cross-Functionally: Collaborate seamlessly with Account Executives, Sales Operations, Deal Desk, Legal, and Partner teams to align resources and ensure seamless execution.
• Negotiate High-Value Contracts: Direct large, complex, and high-value enterprise contracts, navigating legal and commercial hurdles to secure mutually beneficial outcomes.
• Execute Accurate Forecasting: Maintain strict data integrity within corporate systems while delivering an accurate weekly forecast for both in-quarter and out-quarter renewals.
• Champion Process Improvement: Identify efficiency bottlenecks in the renewal lifecycle and propose creative, scalable solutions to drive commercial velocity.

Required Qualifications

• Education: Minimum of a Bachelor’s degree from an accredited institution. (Equivalent experience is not accepted in lieu of a degree).
• Experience: 10+ years of demonstrated success in a renewal, sales, account management, and/or customer success capacity within the SaaS or technology industry.
• Contract Management: Proven track record of consistent quota attainment and managing complex contract lifecycles.
• Cross-Functional Collaboration: Demonstrated ability to take a lead role among peers and collaborate with cross-functional teams like Sales Operations, Deal Desk, and Legal.
• Leadership: Foundational leadership or mentorship experience within an enterprise software sales environment.

Preferred Qualifications

• Expertise in driving value-based sales methodologies (e.g., ValueSelling Framework).
• Experience navigating complex procurement processes within Fortune 500 environments.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

#SaaS #CustomerSuccess #AccountManagement #EnterpriseSoftware #SalesLifecycle

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: $125,000 USD - $200,000 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 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 have proven expertise in enterprise operations. For more information, visit appian.com.

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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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