Enterprise Account Executive - Aerospace and Defense
- Role
- Sales
- Experience
- Senior
Open to US, ZA only. Set where you work from to check your eligibility.
No BS summary
Enterprise software sales rep with 5+ years direct software selling experience, including 2+ years as an Enterprise Account Executive. Must own complex enterprise sales cycles and sell into Aerospace and Defense / public sector accounts in the United States.
Optional skills
Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian.
Location: Remote | Work Model: Remote
About the Team
The Appian Public Sector team is a high-performing group dedicated to helping the Federal Government revolutionize their mission-critical business processes and operations. Our mission is to expand Appian’s footprint across the United States by demonstrating how our platform delivers AI-Powered Process Automation to solve the industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.
The Opportunity
Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.
What You’ll Do
- Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across Aerospace and Defense, navigating from initial client discovery to a successful close.
- Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
- Orchestrate Cross-Functional Teams: Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems—to maximize deal velocity and size.
- Establish Trusted Advisor Status: Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.
Required Qualifications
- Degree: Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
- Experience: 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.
- Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos.
- Deal Mastery: Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.
- Discovery Skills: Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.
Preferred Qualifications
- Prior experience selling complex, multi-stakeholder software solutions directly to Aerospace and Defense organizations.
- Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
- We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
#SaaS #EnterpriseSales #AccountExecutive #DigitalTransformation #LI-MB1
The base salary range per provided 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.
In addition, Appian provides 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.
Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.
Base Salary Range
$125,000 - $225,000 USD
Tools and Resources
- 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 our 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. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
Follow Appian: LinkedIn, Youtube, Instagram, Facebook
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.
Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
Appian's Applicant & Candidate Privacy Notice
What you'll do
- Lead complex, end-to-end enterprise sales cycles across Aerospace and Defense from initial client discovery to close.
- Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver high-impact, value-based virtual and in-person presentations to Line of Business and IT leadership, communicating ROI and business value.
- Align internal cross-functional resources including Customer Success, Solutions Consultants, and partner ecosystems to maximize deal velocity and size.
- Analyze industry and competitive trends to position Appian against market alternatives and act as a strategic advisor to senior executives.
What they require
- Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a 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 winning net-new customer logos.
- Demonstrated mastery managing complex enterprise sales cycles with long, stable job tenure and a positive career trajectory.
- Superb communication and presentation skills, with ability to execute deep client discovery and build comprehensive financial business cases.
- Preferred: Prior experience selling complex, multi-stakeholder software solutions directly to Aerospace and Defense organizations.
- Preferred: Mastery of strategic sales methodologies such as MEDDPICC or Value-Based Selling.
- Preferred: Experience with enterprise platforms such as Salesforce or ServiceNow.
Benefits
- Sales roles may be eligible to participate in a commission plan.
- 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.
- Employee referral bonus program.
- Learning and development resources.
- Certain positions may be eligible for equity awards.
- Department-specific onboarding training.
- Dedicated mentorship.
- First-Friend program for new hires.
- Leadership program for new and aspiring managers.
- Specialized department training through Appian University.
- Skills-based training.
- Tuition reimbursement.
- Employee-led affinity groups.
- Health coverage.
- Employee Assistance Program with free mental health support.
- Employee Stock Purchase Program.
- Retirement/pension plan.
- Wellness dollars.
- Family-forming benefits.
Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale.