Account Executive - US Air Force

Account Executive – Sales The Account Executive role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close. Key Responsibilities Navigate complex sales cycles from start to finish, leveraging internal resources across the sales organization and externally across customer and partner ecosystems. Deliver compelling in‑person and virtual presentations to Line‑of‑Business and IT audiences, highlighting client discovery, ROI, and business value. Act as a trusted advisor to both customers and colleagues, enabling multiple stakeholders through complex deals. Seek constantly to understand industry trends and position Appian solutions against competitors. Required Experience & Skills To be successful in this role, you need: Experience navigating a complex sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross‑functionally with the customer success team and externally across customer and partner ecosystems. Strong presentation skills for delivering in‑person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value. A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals. Actively seeking to understand industry trends to help position against competitors. Basic Qualifications 7+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to the US Air Force or Space Force. History of consistent quota achievement. Examples of landing new customer logos. Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory. Bachelors Degree in a relevant field. Compensation & Benefits The base salary for this role is between $125,000-$225,000 per year and represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate's relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans. Tools & Resources Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department‑specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First‑Friend program being widely utilized resources for new hires. Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills‑based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities. Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee‑led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company. EEO Statement Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law. Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at View email address on click.appcast.io. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address. Appian's Applicant & Candidate Privacy Notice. #J-18808-Ljbffr