Account Executive - US Army
$125,000–$225,000 year
RemoteUnited States
Job Summary
Lead complex, end-to-end enterprise sales cycles across the US Army, 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. Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives. This role involves taking full ownership of a strategic, high-growth geographic territory to sell market-leading Enterprise-Grade Orchestration software to decision-makers actively looking to modernize legacy infrastructure.
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 US Army
- 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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