Account Executive - US Air Force

Role Overview

The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

Navigate complex sales cycles from start to finish, leveraging internal resources within the larger sales organization, cross‑functionally with the customer success team and externally across customer and partner ecosystems. Deliver in‑person and virtual presentations to LOB & IT audiences, performing client discovery, communicating ROI and building business value. Act as a trusted advisor to both customers and colleagues by leveraging multiple stakeholders throughout complex deals.

Actively seek to understand industry trends to help position against competitors.

• 7+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to the US Air Force or Space Force.
• History of consistent quota achievement.
• Examples of landing new customer logos.
• Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory.
• Bachelor's Degree in a relevant field.

The base salary for this role is between $125,000-$225,000 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.

Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

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.

• 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 a 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.
• Community:
  Engagement in community rooted in respect starting on day one, with eight employee‑led affinity groups that help employees build stronger internal and external networks by planning social, educational, and outreach activities.

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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