Account Executive - Aerospace and Defense

1 month ago
Full-time
Senior
Sales and Business Development
Appian

Appian

Appian is a top low code development platform that accelerates digital transformation, reinventing customer experiences and optimizing operations with industry-leading BPM and Case Management capabilities.

Internet Software & Services
1K-5K
Founded 1999

Description

  • Lead complex end-to-end enterprise sales cycles from discovery through close across Aerospace and Defense accounts.
  • Build and maintain a sustainable pipeline through strategic prospecting, territory planning, and market engagement.
  • Deliver value-based virtual and in-person presentations to business and IT leaders, clearly communicating ROI and business impact.
  • Coordinate internal cross-functional teams, including Customer Success, Solutions Consultants, and partner ecosystems, to accelerate deals.
  • Analyze industry and competitive trends to position Appian against alternatives and serve as a trusted advisor to senior executives.
  • Own a strategic geographic territory and drive net-new logo acquisition.
  • Develop comprehensive financial business cases to support buying decisions.

Requirements

  • 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 attainment and net-new customer logo wins.
  • Demonstrated success managing complex enterprise sales cycles.
  • Strong communication and presentation skills with the ability to conduct deep client discovery.
  • Experience building comprehensive financial business cases.
  • Preferred: Prior experience selling complex, multi-stakeholder software solutions to Aerospace and Defense organizations.
  • Preferred: Experience with strategic sales methodologies such as MEDDPICC or Value-Based Selling.
  • Preferred: Experience with enterprise platforms such as Salesforce or ServiceNow.
  • Preferred: Long, stable job tenure with a positive career trajectory.

Benefits

  • Base salary range of $125,000 to $225,000 USD.
  • Commission plan eligibility for sales roles.
  • 401(k) plan with company match.
  • Flexible time off and paid parental leave.
  • Medical, dental, and vision coverage.
  • Life insurance and disability insurance.
  • Wellness programs, wellness dollars, and health savings account contributions.
  • Employee Stock Purchase Program (ESPP), retirement/pension plan, tuition reimbursement, and learning and development resources.

Interested in this position?

Apply directly on the company website

Apply Now

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