Account Executive - 4th Estate
$125,000–$225,000 year
HybridMcLean, Virginia, United States
Job Summary
Lead complex, end-to-end enterprise sales cycles across the 4th Estate, navigating from initial client discovery to a successful 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, 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 to position Appian effectively against market alternatives.
Required Qualifications
- Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field
- 5+ years of direct software selling experience
- minimum of 2 years as an Enterprise Account Executive
- Proven track record of consistent quota achievement
- history of winning net-new customer logos
- Demonstrated mastery managing complex enterprise sales cycles
- history of long, stable job tenure
- positive career trajectory
- Superb communication and presentation skills
- demonstrated ability to execute deep client discovery
- ability to build comprehensive financial business cases
Desired Qualifications
- Prior experience selling complex, multi-stakeholder software solutions directly to the 4th Estate
- Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling
- experience with enterprise platforms such as Salesforce or ServiceNow
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