Senior Deal Manager

Overview

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.

Appian is seeking a Senior Deal Manager to partner with Sales and cross-functional teams on deal structure from qualification through contract close. Reporting to the Manager, Deal Management - North America, this role drives region-specific deal standards and policy while building strong relationships across Sales and internal teams, and requires a self-starter with strong problem-solving and communication skills.

In this role, you will partner closely with Sales and cross-functional teams on deal structure from opportunity qualification through contract close, document and enable region-specific standards for deal structure and policy, and build strong relationships with leaders across the Sales organization and other departments orting directly to the Manager, Deal Management - North America, the Senior Deal Manager will bring strong critical thinking, creativity, and communication skills, and succeed as a self-starter who can work autonomously with minimal supervision, using proven problem-solving ability to drive deals forward.

Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

• Manage deal constructs, special pricing, approval policies, and the resolution of deal issues and sales escalations
• Support Sales in negotiating contract structure and pricing in alignment with Appian policies while maximizing value for both the customer and Appian
• Drive alignment across Sales and key stakeholders (Finance, Legal, Engineering, Product) and coordinate with customers/partners to resolve issues quickly
• Identify and scale best practices through analysis, projects, and reporting to strengthen Deal Desk and Sales effectiveness
• Contribute to and participate in ongoing Sales training sessions
• Travel 5–10%

• Bachelor’s degree
• 12+ years of relevant experience, including Deal Desk, Pricing, Finance/FP&A, or Sales Operations
• Proven ability to work autonomously and manage relationships with senior leaders
• Experience using CRM and CPQ systems
• Working knowledge of contracts and accounting (preferred)
• Experience with software contracts and revenue recognition policies (strongly preferred)
• Financial Services, Insurance and/or Pharma / Healthcare Industry experience (preferred)
• Strong negotiation skills with the ability to uncover underlying interests, navigate objections, and reach practical solutions
• Demonstrated ownership mentality and integrity, acting in the best interest of the organization
• Comfort operating in ambiguity and fast-changing environments
• Highly organized and detail-oriented, able to manage fast-moving priorities
• Process-driven and motivated to document and standardize for repeatability and clarity

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…