Account Executive - Intelligence Community

Location & Work Model

McLean, VA | Hybrid

Appian’s Public Sector team drives federal agencies to modernize mission‑critical business processes and operations. We collaborate with internal engineering, customer success, and partner ecosystems to deliver AI‑powered process automation.

As an Enterprise Account Executive you will own a strategic, high‑growth geographic territory, selling market‑leading Enterprise‑Grade Orchestration software to key decision makers in the Intelligence Community. Your role will position you as a visionary advisor, using industry use cases to secure new logos and advance your career.

• Command complex sales cycles across the Intelligence Community, from discovery to close.
• Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
• Deliver value‑based presentations to line‑of‑business and IT leadership, clearly communicating ROI and business value.
• Orchestrate cross‑functional teams—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
• Establish trusted advisor status by analyzing industry and competitive trends.

• Bachelor’s degree in Marketing, Business, Communications, Computer Science, or related field.
• 5+ years of direct software selling experience, including at least 2 years as an Enterprise Account Executive.
• Consistent quota achievement and a history of winning net‑new customer logos.
• Proven mastery of complex enterprise sales cycles with long, stable job tenure.
• Excellent communication, presentation, and discovery skills.

• Experience selling complex, multi‑stakeholder software solutions directly to the Intelligence Community.
• Mastery of strategic sales methodologies such as MEDDPICC or Value‑Based Selling.
• Experience with enterprise platforms such as Salesforce or Service Now.

Base salary range: $125,000 – $225,000 USD. Eligible for commission plans. Benefits include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision coverage, life and disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Equity awards may be available.

Appian is an equal‑opportunity employer that encourages applicants of all backgrounds to apply. Reasonable accommodations are provided to candidates with disabilities. For accommodation requests, contact the Talent Acquisition team at Reason All qualified applicants will receive consideration for employment.