Account Executive - Intelligence Community
$125,000–$225,000 year
HybridMcLean, Virginia, United States
Job Summary
Lead complex, end-to-end enterprise sales cycles across the Intelligence Community, 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 resources, including Customer Success and Solutions Consultants, to maximize deal velocity. Establish trusted advisor status by analyzing industry trends to position Appian against market alternatives. Requires a Bachelor's degree, 5+ years of direct software selling experience with 2+ years as an Enterprise Account Executive, and a proven track record of quota achievement and net-new logos. Prior experience selling to the Intelligence Community is preferred.
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
- 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 Intelligence Community
- 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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