Account Executive - US Army

Overview

As an Enterprise Account Executive at Appian, you will own a high‑growth geographical territory, driving the adoption of our enterprise‑grade orchestration platform within the U.S. Army and other federal customers. Your role is to engage decision‑makers, present value‑based solutions, and navigate complex sales cycles to secure new logos and grow existing accounts.

• Lead complex, end‑to‑end enterprise sales cycles across the U.S. Army, from discovery to closing.
• Build and sustain a robust pipeline through strategic prospecting, territory mapping, and proactive market engagement.
• Deliver high‑impact, value‑based presentations to line‑of‑business and IT leadership.
• Coordinate cross‑functional resources, including Customer Success, Solutions Consultants, and partner ecosystems, to accelerate deal velocity and size.
• Position Appian as a strategic advisor by analyzing industry and competitive trends and establishing trusted advisor status with senior executives.

• 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.
• Proven track record of consistent quota achievement and a history of winning net‑new customer logos.
• Experience managing complex enterprise sales cycles with a long, stable tenure and positive career trajectory.
• Excellent communication and presentation skills, with deep client discovery and financial business‑case development skills.

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

Base salary range: $125,000–$225,000 USD. Eligible for commissions in accordance with applicable plans. Benefits include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, vision, life and disability insurance, wellness programs, flexible spending accounts, health savings account contributions, employee referral bonus, learning and development resources, and potential equity awards.

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 law. Reasonable accommodations are available upon request.