Regional Vice President - 4th Estate

Drive regional revenue growth and lead a high-performing sales team delivering elite automation solutions to the world’s most impactful organizations.

Location: McLean, VA | Work Model: Hybrid

About the Team

The Appian Sales leadership team is a group of high-energy, results-driven executives dedicated to accelerating our market share in AI-Powered Process Automation. We partner with large, complex organizations to modernize their legacy systems and streamline mission-critical operations. Our team culture thrives on strategic execution, accurate forecasting, and a shared commitment to establishing Appian as the gold standard for Enterprise-Grade Orchestration.

The Opportunity

When you sell for Appian, you are backed by an industry pioneer with an extraordinary suite of products and services. As a Regional Vice President (RVP), you have a premier opportunity to scale a high-growth territory and lead a dedicated team of Enterprise Account Executives. This is not a role focused on maintaining the status quo; you will actively shape territory strategies, engage in high-level tactical discussions with C-suite and agency champions, and directly influence Appian’s expansion across major enterprise and public sector accounts.

What You’ll Do

Manage Regional Revenue Streams: Direct all regional revenue streams and sales operations, ensuring precise pipeline management and consistent achievement of quarterly and yearly booking targets.

Lead and Mentor Teams: Guide a team of direct sales professionals, providing tactical coaching to ensure individual and team quota achievement.

Orchestrate Cross-Functional Resources: Align resources across the customer relationship lifecycle—from initial lead generation to delivery—to ensure total fulfillment of the client's business case.

Build Executive Relationships: Establish and maintain executive-level relationships with key decision-makers and thought leaders within prospective and existing accounts.

Execute Strategic Territory Planning: Drive sophisticated territory planning, pricing strategies, and contract negotiations to secure high-value, multi-year enterprise agreements.

Required Qualifications

Education: Minimum of a Bachelor’s Degree in Business, Administration, Information Technology, or a related field.

Experience: 10+ years of quota-carrying enterprise software sales experience selling into large, complex organizations.

Leadership: Proven track record of building and leading multi-channel sales organizations with consistent quota achievement.

Sales Methodologies: Strategic mastery of complex sales methodologies, territory decisioning, accurate pipeline forecasting, and executive-level negotiation.

Domain Depth: Strong background leading sales efforts across all functional areas of an enterprise, with deep expertise in platform sales, Case Management, or Enterprise Applications.

Preferred Qualifications

Strong vertical expertise within the Federal Enterprise software markets.

Mastery of modern forecasting platforms and data-driven CRM tools like Salesforce or Clari.

We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

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The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range

$150,000—$300,000 USD