Lead Qualification Representative - Sales Development

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.

As a Lead Qualification Representative at Appian, you will be the first point of contact for prospective customers who have expressed interest in our platform. Your focus will be on engaging inbound leads, understanding business needs, qualifying opportunities, and routing well-qualified prospects to the right Account Executives. You will play a key role in creating a strong first impression and helping build a healthy, high-quality pipeline.

The role is located fully in-person from our McLean, VA headquarters. This core of this role puts you at the center of Appian’s growth – working with inbound interest, uncovering real business challenges through discovery, and connecting prospects with the right sales partners to move opportunities forward.

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. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow.

What You’ll Do:

• Own and achieve a monthly quota of qualified inbound opportunities, and routing them to the appropriate Account Executive or sales team.
• Conduct discovery conversations to understand a prospect’s priorities, challenges, and potential fit for Appian’s solutions.
• Partner closely with Sales and Marketing to ensure timely follow-up, clear handoffs, and strong alignment.
• Maintain accurate and up-to-date records of lead activity and qualification notes in Salesforce and Clari.
• Support marketing initiatives through event follow-up and lead nurturing efforts.

About You:

• Have experience working in a sales, customer-facing, or lead qualification environment, with a focus on responsiveness and quality conversations.
• Have strong communication skills (especially via email and phone) and the ability to ask thoughtful questions, listen actively, and clearly articulate value.
• Highly organized with strong time management skills and the ability to manage multiple inbound requests at once.
• Comfortable working cross-functionally while owning your individual responsibilities, meeting performance quotas, and driving successful outcomes.
• Curious, proactive, and motivated to learn about Appian’s platform, customers, and use cases.

Basic Qualifications:

• Bachelor’s degree in Sales, Marketing, Business, or a related field required.
• 2+ years of experience in a quota-carrying or performance-driven role, such as technology sales, marketing, customer success, or account support; relevant internships considered.
• Experience working with Salesforce or Clari is a plus.

The base salary for this role is between $50,000–$100,000 per year and 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.

This role is 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.

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health…