Apply on Employer Site

Appian · 1 day ago

Account Executive - Government Acquisition Management

McLean, Virginia

Full-time

Hybrid

Senior Level

5+ years exp

Appian is a software company that automates business processes, and they are seeking an Account Executive focused on Government Acquisition Management. This role involves navigating complex sales cycles and modernizing the federal acquisition lifecycle by automating various procurement processes.

Business Process Automation (BPA)Data ManagementDeveloper ToolsEnterprise SoftwareInsurTechRobotic Process Automation (RPA)Software

Comp. & Benefits

Responsibilities

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

Lead the charge in modernizing the federal acquisition lifecycle, automating everything from Requirements Management and Source Selection to Contract Writing and Vendor Management

Help agencies replace aging legacy systems with a unified, AI-driven platform that ensures compliance with FAR/DFARS regulations

Leverage internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems

Deliver in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value

Act as a trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals

Actively seek to understand industry trends to help position against competitors

Qualification

Federal Acquisition Regulation (FAR)Contract Lifecycle Management (CLM)Enterprise Account ExecutiveComplex sales cycleLow-Code automationClient discoveryIndustry trends understandingTrusted advisorPrior military servicePresentation skills

Required

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

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 US federal government

Deep understanding of the Federal Acquisition Regulation (FAR), DFARS, and the end-to-end government procurement lifecycle (Planning, Solicitation, Evaluation, Award, and Post-Award)

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

Preferred

Proven track record of selling Contract Lifecycle Management (CLM), ERP, or specialized procurement software

Ability to articulate the value of Low-Code automation and AI in reducing procurement administrative burdens

Prior experience holding a role in federal contracting, such as a Contracting Officer (CO/KO), Contract Specialist (1102 series), or Acquisition Program Manager

Prior military service or experience operating within the Department of Defense (DoD) or defense ecosystem