Enterprise Account Executive - Aerospace and Defense

1 week 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 a sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
  • Deliver value-based virtual and in-person presentations to Line of Business and IT leaders.
  • Coordinate internal resources and partner ecosystems to improve deal velocity and deal size.
  • Analyze industry and competitive trends to position Appian against market alternatives.
  • Act as a trusted advisor to senior executives and decision-makers.
  • Own a strategic geographic territory focused on net-new logo acquisition.

Requirements

  • Bachelor’s degree in Marketing, Business, Communications, Computer Science, or a related field.
  • 5+ years of direct software selling experience.
  • At least 2 years of experience as an Enterprise Account Executive.
  • Proven track record of consistent quota achievement and winning net-new customer logos.
  • Demonstrated experience managing complex enterprise sales cycles.
  • Strong communication and presentation skills.
  • Ability to conduct deep client discovery and build financial business cases.
  • Prior experience selling complex, multi-stakeholder software solutions to Aerospace and Defense organizations (preferred).
  • Experience with MEDDPICC or Value-Based Selling (preferred).
  • Experience with Salesforce or ServiceNow (preferred).

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 and disability insurance.
  • Wellness programs and wellness dollars.
  • Employee Assistance Program with free mental health support.
  • Employee Stock Purchase Program and potential equity awards.
  • Tuition reimbursement and learning and development resources.

Interested in this position?

Apply directly on the company website

Apply Now

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