Job details

Account Executive - Aerospace & Defense / Fourth Estate

Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation for the mission by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow.

Are you inspired by the chance to solve the Aerospace and Defense Community's biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

The Aerospace and Defense Account Executive role is responsible for navigating the Aerospace & Defense and Fourth Estate Communities, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

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:

Geographically located in the Northern Virginia or Maryland regions.
5-10+ 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 Aerospace and Defense and/or Fourth Estate community
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

Tools and 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.

About Appian

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]

Follow Appian: Twitter, LinkedIn.

Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker, Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees 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 ReasonableAccommodations@appian.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. 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

Average salary estimate

$125000 / YEARLY (est.)

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$100000K

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What You Should Know About Account Executive - Aerospace & Defense / Fourth Estate, Appian Corporation

At Appian, we're on the lookout for an exceptional Account Executive for our Aerospace & Defense division, and we want you to be part of our journey! Based in McLean, Virginia, this role offers you the chance to work with a passionate team that's dedicated to pushing boundaries in the digital transformation landscape. As an Account Executive, you'll have the incredible responsibility of navigating the Aerospace & Defense and Fourth Estate communities, engaging in top-of-funnel activities, and prospecting to drive sales forward. You’ll manage complex sales cycles that typically span 6-12 months, showcasing your exceptional presentation skills and ability to communicate a strong ROI. At Appian, we believe that the best salespeople achieve greatness when they're backed by extraordinary products and services, and that's exactly what we offer. Your ability to build trust and act as a valued advisor while understanding industry trends will be crucial to your success. Plus, with our commitment to continuous learning and development, including comprehensive mentoring and specialized training, you'll have an abundance of opportunities for growth in your career. Join us at Appian—where your ambitions can truly take flight and where you’ll be supported to make a real impact in the Aerospace and Defense sector.

Frequently Asked Questions (FAQs) for Account Executive - Aerospace & Defense / Fourth Estate Role at Appian Corporation

What does an Account Executive do at Appian?

As an Account Executive at Appian, you will be responsible for navigating complex sales cycles, primarily within the Aerospace & Defense and Fourth Estate sectors. Your role will involve engaging potential clients, presenting solutions, and managing sales from initiation to close. You'll need to leverage your experience in direct selling and your ability to communicate effectively with various stakeholders to achieve your sales goals.