Head of Revenue Enablement

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 Head of Revenue Enablement at Appian is responsible for leading and managing a high‑performing GTM enablement organization that supports Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. This role will oversee a team of 7‑8 direct reports and manage strategic vendor relationships, notably with Seismic.

• 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.

• 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.

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

The base salary range 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. A discretionary bonus may be awarded in recognition of individual and company performance.

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

• 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:
  A…