Account Executive - Government Acquisition Management

Overview

Account Executive - Government Acquisition Management  value intensity and excellence, set high standards, and are committed to delivering quality results. Join a passionate team dedicated to accomplishing hard things, together.

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. This Acquisition Solutions focused Account Executive will lead the charge in modernizing the federal acquisition lifecycle, automating everything from Requirements Management and Source Selection to Contract Writing and Vendor Management, helping agencies replace aging legacy systems with a unified, AI-driven platform that ensures compliance with FAR/DFARS regulations.

• Navigate 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.
• Deliver in-person and virtual presentations to LOB and IT audiences, performing client discovery, communicating ROI, and building business value.
• Act as a trusted advisor to customers and colleagues, coordinating multiple stakeholders throughout complex deals.
• Stay informed on industry trends to position against competitors.

• 5-10+ years of direct selling experience and a minimum of 2 years 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 with loyalty and a stable career trajectory.
• 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 in federal contracting roles (e.g., CO/KO, 1102 Contract Specialist, Acquisition Program Manager) and/or experience in the DoD/defense ecosystem.

• Training and Development: onboarding with department-specific training, mentorship, and the First-Friend program.
• Growth Opportunities: leadership programs, Appian University, skills-based training, and tuition reimbursement.
• Community: an inclusive culture supported by employee-led affinity groups.

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 workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit  [Nasdaq: APPN]

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 Reason Only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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