Regional Vice President - 4th Estate
$150,000–$300,000 year
HybridMcLean, Virginia, United States
Job Summary
Manage regional revenue streams and sales operations to ensure precise pipeline management and consistent achievement of quarterly and yearly booking targets. Lead a team of direct sales professionals, providing tactical coaching to ensure individual and team quota achievement. Orchestrate cross-functional resources across the customer relationship lifecycle from initial lead generation to delivery. Establish and maintain executive-level relationships with key decision-makers to secure high-value, multi-year enterprise agreements. Drive sophisticated territory planning, pricing strategies, and contract negotiations to scale a high-growth territory. This role involves shaping territory strategies and engaging in high-level tactical discussions with C-suite and agency champions to directly influence Appian's expansion across major enterprise and public sector accounts.
Required Qualifications
- Minimum of a Bachelor's Degree in Business, Administration, Information Technology, or a related field
- 10+ years of quota-carrying enterprise software sales experience selling into large, complex organizations
- Proven track record of building and leading multi-channel sales organizations with consistent quota achievement
- Strategic mastery of complex sales methodologies, territory decisioning, accurate pipeline forecasting, and executive-level negotiation
- Strong background leading sales efforts across all functional areas of an enterprise, with deep expertise in platform sales, Case Management, or Enterprise Applications
Desired Qualifications
- Strong vertical expertise within the Federal Enterprise software markets
- Mastery of modern forecasting platforms and data-driven CRM tools like Salesforce or Clari
- Experience with enterprise platforms such as Salesforce or ServiceNow
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