Enterprise Account Executive - HHS

At Appian, our values of Intensity and Excellence define who we are. We set high standards, tackle complex problems, and deliver transformative low-code automation, AI, and process orchestration to the world's most critical organizations.

We are seeking a high-performing Enterprise Account Executive (EAE) to drive growth across a high-impact Federal Health portfolio. In this role, you will hold complete territory ownership over four vital agencies: FDA, CDC, HRSA, and SAMHSA.

This is a hunter-focused role with an established anchor account:

• 80% Focus - New Business Acquisition: Proactively account plan, prospect, and execute enterprise sales motions across FDA, CDC, HRSA, and SAMHSA to land net-new logos and expand agency presence and prominence.
• 20% Focus - Strategic Account Support: Partner closely with our customer leadership on a cornerstone enterprise account ensuring long-term relationship health, executive alignment, and strategic account success and expansion.

If you are a consultative enterprise rep who prefers actively knocking down doors rather than waiting for inbound leads, this is the environment built for your success.

• Drive Territory Execution: Actively attack your territory-identifying key stakeholders within FDA, CDC, HRSA, and SAMHSA to build, advance, and close complex 6-12 month enterprise software sales cycles.
• Consultative Problem Solving: Serve as a trusted advisor to senior customer leadership (LOB and IT), using deep discovery to uncover critical operational friction and map Appian's platform to high-value business outcomes.
• Anchor Account Stewardship: Nurture and grow our existing cornerstone account, leveraging its success as a reference model for expanding throughout your territory.
• Orchestrate Resources: Mobilize cross-functional teams - including internal POD members (e.g. Solution Architects, Customer Success, Capture, Industry Lead) and external System Integrator (SI) partner ecosystems - to execute strategic account plans and maximize deal velocity.
• Maintain High Intensity: Consistently generate top-of-funnel pipeline through outbound engagement, event attendance execution and followup, partner leverage, and regular in-person agency touchpoints.

We are seeking proven enterprise sales professionals with a background defined by consistency, stability, and proactivity:

• 5+ Years of Direct Enterprise Software Sales Experience selling complex SaaS/Platform technologies into Federal Civilian or Federal Health agencies (HHS including but not limited to FDA, CDC, SAMHSA, and HRSA).
• Consistent Top Performance: Track record of achieving or exceeding 100%+ of quota over the past 3 to 5 years.
• Career Stability: Demonstrated history of tenure and loyalty, with 2.5+ years minimum per role over your last several positions (or a clear, compelling context behind any career progression).
• Consultative & Aggressive Motion: A balanced sales style combining deep business acumen, active listener discovery, and a bias for action to get in front of decision-makers and move deals forward.
• Complex Sales Cycle Mastery: Experience navigating multi-stakeholder enterprise deals ($250k+ ARR / 6-12 month sales cycles) involving both business owners and IT leaders.
• Examples of landing new customer logos.
• Education: Bachelor's degree in Business, Technology, or a related field.

• Industry-Leading Platform: Sell a recognized leader in low-code process automation, process-centric agent orchestration, and enterprise workflow modernization.
• Growth & Support: Dedicated enablement, First-Friend mentorship programs, and strong cross-functional alignment to ensure you hit the ground running.

If you have a proven track record of overachieving quota, building lasting customer relationships, and proactively hunting for business in Federal agencies, apply today to join our team.

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