Senior Solutions Marketing Lead - Risk, Compliance & Legal

About the role

At Appian, we embody values of intensity and excellence, setting high expectations and delivering quality in all our endeavors. Joining our team means becoming part of a dedicated group focused on achieving ambitious goals together. In this role, you will be responsible for shaping the go-to-market strategy for the Risk, Compliance & Legal domain, developing compelling messaging, and leading cross-functional initiatives to strengthen our market presence in the AI-Powered Process Automation sector. You will work closely with sales, product, and marketing teams to ensure alignment and drive growth. This position offers an exciting opportunity to influence how Appian's solutions are positioned and adopted by enterprise clients facing complex risk and compliance challenges.

Key facts

What you'll do

• Develop and define the comprehensive go-to-market strategy for the Risk, Compliance & Legal domain, including positioning, messaging, and identifying key buyer personas such as Chief Risk Officers, Chief Compliance Officers, Chief Legal Officers, and General Counsels.
• Create frameworks and messaging architectures that address the specific challenges faced by legal and compliance professionals, including regulatory changes, compliance management, and legal operations.
• Collaborate with product teams to ensure that Appian's capabilities are aligned with the needs of the risk and legal sectors, translating technical features into compelling value propositions.
• Lead the creation of marketing assets such as solution briefs, website content, case studies, webinars, and customer proof plans that support the domain's go-to-market efforts.
• Work closely with sales teams globally to develop sales enablement tools, including presentations, battle cards, and training materials, to improve engagement and conversion with prospects and existing clients.
• Partner with digital marketing and campaign teams to design and execute targeted campaigns, ensuring content is tailored to the buyer's journey and effectively addresses their pain points.
• Establish feedback loops from sales and customer success teams to refine messaging, improve collateral, and adapt strategies based on market insights and field input.
• Leverage AI tools and technologies to streamline content creation, training, and marketing automation processes, enhancing productivity and scalability.
• Monitor and analyze the effectiveness of marketing initiatives, using data and metrics to measure impact on sales pipeline, engagement, and market penetration.
• Support thought leadership efforts by contributing to industry events, webinars, and analyst relations, positioning Appian as a leader in risk, compliance, and legal solutions.
• Drive alignment across cross-functional teams to ensure consistent messaging and strategic focus on the domain's growth objectives.
• Stay informed about industry trends, regulatory developments, and competitive landscape to inform strategic planning and positioning.
• Foster a builder mentality by proactively developing scalable frameworks, processes, and best practices that can be adopted across the organization.
• Act as a key stakeholder in the ongoing development of Appian's legal and compliance solutions, providing insights that influence product roadmaps and marketing strategies.

Requirements

• Bachelor's degree in Marketing, Business, Communications, Legal Studies, or a related field.
• At least 8 years of experience in B2B product marketing, preferably within enterprise SaaS or technology sectors.
• Strong understanding of risk management, compliance, legal operations, or related areas, with the ability to translate complex concepts into clear messaging.
• Proven track record of developing and executing successful go-to-market strategies for enterprise solutions.
• Experience creating marketing assets such as solution briefs, webinars, website content, and customer proof plans.
• Demonstrated ability to lead cross-functional teams, including product, sales, digital marketing, and customer success.
• Skilled in developing sales enablement tools and training programs that improve team effectiveness.
• Familiarity with AI tools and their application in marketing, content creation, and training.
• Excellent written and verbal communication skills, capable of engaging executive audiences and technical teams alike.
• Strong analytical skills, with experience measuring marketing effectiveness and using data to optimize campaigns.
• Ability to work in a fast-paced environment, managing multiple priorities and stakeholders.
• Proactive, builder mentality with a focus on developing scalable frameworks and processes.
• Experience working with global teams and understanding regional market nuances.
• Knowledge of enterprise platforms such as Salesforce or ServiceNow is a plus.
• Experience representing a software company at industry events or managing analyst relationships is desirable.
• Ability to adapt messaging and strategies based on industry trends and regulatory changes.

Nice to have

• MBA degree or advanced business qualification.
• Experience in representing a software company at industry events, conferences, or webinars.
• Familiarity with enterprise platforms like Salesforce or ServiceNow.
• Experience managing relationships with industry analysts and thought leaders.
• Knowledge of the legal and compliance technology landscape and emerging trends.

Skills & tools

• Strategic thinking and messaging development
• Cross-functional team leadership
• Content creation and storytelling
• Sales enablement and training development
• Campaign planning and execution
• Data analysis and performance measurement
• AI tools integration for marketing and content automation
• Collaboration with digital marketing platforms and CRM systems
• Industry research and competitive analysis
• Stakeholder management and communication

Practical notes

The base salary range for this role is $125,000 - $250,000 USD. Actual compensation will depend on factors such as experience, qualifications, and location. Appian offers a comprehensive benefits package, including health coverage, a 401(k) plan with company match, flexible time off, and other perks. This role requires on-site presence at the McLean, Virginia office, working five days a week. Candidates should be prepared to engage with global teams and adapt strategies to regional market needs. The position involves working closely with sales, product, and marketing teams to ensure alignment and execution of the domain strategy. The successful candidate will be proactive in developing scalable frameworks and leveraging AI tools to enhance productivity. They should also stay informed about industry trends, regulatory developments, and competitive dynamics to maintain Appian's leadership position in risk, compliance, and legal solutions.