At a Glance
- Tasks: Lead complex sales cycles and build strong client relationships in the federal sector.
- Company: Join Appian, a leader in AI automation with a collaborative culture.
- Benefits: Enjoy competitive salary, flexible time off, and comprehensive health benefits.
- Other info: Access to continuous learning and growth opportunities in a supportive community.
- Why this job: Make a real impact by solving major challenges for top-tier clients.
- Qualifications: 5+ years in software sales with proven quota achievement.
The predicted salary is between 125000 - 250000 $ per year.
Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
Location: Ottawa, ON | Work Model: Remote
About the Team
The Appian Commercial Sales team is a high-performing group dedicated to helping Fortune 500 companies and leading financial institutions revolutionize their business operations. Our mission is to expand Appian’s footprint across the United States by demonstrating how our platform delivers AI-Powered Process Automation to solve the industry's most complex operational challenges. We operate as a collaborative ecosystem, working side-by-side with internal engineering, customer success, and partner networks to dominate the automation market.
Opportunity
Are you inspired by the chance to solve your customers’ biggest challenges? At Appian, you can make that kind of difference. As an Enterprise Account Executive, you will take full ownership of a strategic, high-growth geographic territory. This is an elite opportunity to sell market-leading Enterprise-Grade Orchestration software to decision-makers who are actively looking to modernize legacy infrastructure. You won’t just manage relationships; you will act as a visionary advisor, leveraging use cases from industry pioneers to land net-new logos and accelerate your career trajectory.
What You’ll Do
- Command Complex Sales Cycles: Lead complex, end-to-end enterprise sales cycles across the Canadian Federal government, navigating from initial client discovery to a successful close.
- Build Top-of-Funnel Pipeline: Build a robust, sustainable pipeline through strategic prospecting, territory mapping, and proactive market engagement.
- Deliver Value-Based Presentations: Deliver high-impact, value-based virtual and in-person presentations to Line of Business (LOB) and IT leadership, clearly communicating ROI and business value.
- Orchestrate Cross-Functional Teams: Align internal cross-functional resources—including Customer Success, Solutions Consultants, and partner ecosystems to maximize deal velocity and size.
- Establish Trusted Advisor Status: Analyze industry and competitive trends to position Appian effectively against market alternatives, establishing yourself as a strategic advisor to senior executives.
Required Qualifications
- Degree: Bachelor’s Degree in Marketing, Business, Communications, Computer Science, or a related field.
- Experience: 5+ years of direct software selling experience, featuring a minimum of 2 years as an Enterprise Account Executive.
- Quota Achievement: Proven track record of consistent quota achievement and a history of winning net-new customer logos.
- Deal Mastery: Demonstrated mastery managing complex enterprise sales cycles with a history of long, stable job tenure and a positive career trajectory.
- Discovery Skills: Superb communication and presentation skills, with a demonstrated ability to execute deep client discovery and build comprehensive financial business cases.
Preferred Qualifications
- Prior experience selling complex, multi-stakeholder software solutions directly to the Canadian Federal government.
- Mastery of strategic sales methodologies, such as MEDDPICC or Value-Based Selling.
- We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
About Appian
Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com.
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.
Enterprise Account Executive employer: Appian
At Appian, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our remote work model allows you to thrive from Ottawa while engaging in meaningful federal government projects, with ample opportunities for professional growth and development. Join us to be part of a team that values your contributions and empowers you to drive impactful solutions for our clients.
