Enterprise Account Executive - Intelligence Community

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. The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. Location: McLean, VA | Work Model: Hybrid About the Team The Appian Public Sector team is a high-performing group dedicated to helping the Federal Government revolutionize their mission-critical business processes and operations. Our mission is to expand Appian’s footprint across the United States by demonstrating how our platform delivers AI-Powered Process Automation to solve the industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market. The Opportunity Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory. What You’ll Do • Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Intelligence Community, 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. Required Qualifications • Degree: Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field. • Experience: 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive. • Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos. • Deal Mastery: Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory. • Discovery Skills: Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases. Preferred Qualifications • Prior experience selling complex, multi-stakeholder software solutions directly to the Intelligence Community. • Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling. • We value experience with enterprise platforms such as Salesforce or ServiceNow , as these skil