Enterprise Account Executive - US Army

About the role

Appian is seeking an experienced sales professional to drive the adoption of our AI-powered process automation platform within the US Army. You will manage a strategic territory, acting as a primary advisor to help military leadership modernize legacy infrastructure through enterprise-grade orchestration. In this capacity, you will own the full sales lifecycle for your designated account, translating complex operational challenges into clear, compelling technology roadmaps. You will act as a trusted advisor, guiding senior stakeholders toward decisions that optimize mission readiness and long-term digital transformation. The position requires a disciplined approach to forecasting, pipeline management, and executive-level communication to ensure consistent revenue growth. You will leverage data and insights to identify new use cases, expand scope, and secure multi-year strategic commitments. Success in this role depends on your ability to build deep relationships, influence without authority, and navigate intricate organizational structures. Ultimately, you will be the primary point of strategic contact for the US Army, ensuring Appian remains central to their modernization agenda.

Key facts

What you'll do

• Manage end-to-end sales cycles for the US Army, from initial discovery to contract closure, ensuring alignment with procurement guidelines.
• Develop a consistent pipeline through territory mapping and proactive market outreach, identifying new centers of influence within the Department of Defense.
• Present value-based solutions to IT and Line of Business leadership, articulating how AI-powered orchestration reduces risk and accelerates delivery.
• Coordinate internal resources, including solutions consultants and customer success teams, to increase deal size and speed through structured collaboration.
• Position the Appian platform against competitors by analyzing industry trends and building financial business cases that demonstrate clear ROI.
• Serve as the primary documentation lead for complex proposals, ensuring responses are accurate, timely, and aligned with customer expectations.
• Utilize CRM tools to maintain detailed records of all customer interactions, ensuring visibility for forecasting and executive review.
• Partner with professional services to design implementation playbooks that reinforce sales messaging and accelerate time to value.
• Identify expansion opportunities within existing relationships, driving adoption of additional modules and advanced capabilities.
• Represent Appian at internal and external forums, including steering committee meetings, governance reviews, and industry conferences.
• Maintain current knowledge of federal acquisition regulations, including FAR and DFARS, to ensure compliance throughout the sales cycle.
• Act as a bridge between commercial best practices and government-specific constraints, enabling seamless translation of requirements.

Requirements

• Bachelor's degree in Business, Marketing, Computer Science, Communications, or a related field, providing a foundational understanding of organizational dynamics.
• Minimum of 5 years of direct software sales experience, including at least 2 years in an enterprise account executive role within complex sales environments.
• Documented history of meeting or exceeding sales quotas and securing new customer logos across multiple fiscal cycles.
• Ability to navigate complex, multi-stakeholder enterprise sales processes, balancing technical, financial, and operational perspectives.
• Stable professional work history demonstrating continuity and reliability in long-term client engagements.
• Strong presentation skills, with the ability to synthesize intricate concepts into clear, actionable narratives for executive audiences.
• Proven capability to work independently and as part of a cross-functional team, managing priorities in a fast-paced, deadline-driven setting.
• Willingness to adhere to Appian's code of conduct, security policies, and data handling procedures at all times during customer interactions.
• Commitment to maintaining confidentiality regarding customer strategies, contract terms, and proprietary information.
• Flexibility to travel domestically for client meetings, training sessions, and industry events as required by mission objectives.

Nice to have

• Direct experience selling software solutions to the US Army, including familiarity with their organizational structure and decision-making hierarchies.
• Proficiency in sales methodologies such as MEDDPICC or Value-Based Selling, enabling structured progression through complex buying committees.
• Experience with enterprise platforms like ServiceNow or Salesforce, demonstrating an understanding of how integrated ecosystems support operational excellence.

Practical notes

Compensation includes a base salary range of $125,000 to $225,000, plus commission. Benefits include a 401(k) with company match, medical, dental, and vision insurance, flexible time off, paid parental leave, life and disability insurance, wellness programs, and tuition reimbursement. The role is remote. Applicants requiring reasonable accommodations for the hiring process may contact ReasonableAccommodations@appian.com.