Senior Partner Sales Director
Location: McLean, VA | Work Model: In-Office
About the Team
Appian's Enterprise Sales team drives mission-driven solutions that power digital transformation for the world's most demanding enterprise organizations. We empower customers to modernize legacy processes using AI-Powered Process Automation and Enterprise-Grade Orchestration, ensuring speed, agility, and efficiency needed to compete and grow.
The Opportunity
As a Senior Partner Sales Director, you will drive and exceed net-new software revenue goals across assigned enterprise accounts and territories. You will serve as the lead executive contact for key accounts within North America, driving executive alignment, managing Go-To-Market strategies, and orchestrating cross-functional internal resources to solve complex customer challenges.
What You'll Do
Drive Revenue: Achieve net-new software license revenue targets across assigned regional enterprise accounts.
Serve as Single Point of Contact: Act as the primary executive leader for key accounts in North America, coordinating internal Appian teams to support deal execution and strategic growth.
Develop Tailored Solutions: Work directly with enterprise clients to identify business pain points and position high-value software solutions across key business areas.
Manage Strategic Account Plans: Execute comprehensive account plans, GTM strategies, and align with client executives on mutual business outcomes.
Pipeline Management: Build, qualify, and manage complex enterprise software pipelines from lead generation through deal close.
Execute Commercial Strategy: Oversee commercial deal terms, sales administration, and customer engagement initiatives to accelerate sales velocity.
Build Long-Term Footprint: Establish account expansion strategies that ensure long-term customer adoption and steady, year-over-year revenue growth.
Travel: Travel up to 30% as needed for client engagements.
To be successful in this role, you need:
Proven track record in enterprise software sales owning complex GTM strategies and consistently exceeding revenue quotas.
Experience developing and executing Strategic Account Plans and measuring success against key sales performance metrics.
Excellent communication and presentation skills, with the ability to articulate business value to both technical and executive audiences.
Highly collaborative, strategic thinker with a strong focus on execution.
Demonstrated success scaling enterprise deal velocity and navigating complex, multi-stakeholder buying cycles.
Ability to engage, influence, and build trust with C-suite executives and key decision-makers.
Basic Qualifications:
Bachelor’s degree, preferably in Business, Computer Science, or a related field.
10+ years of direct enterprise software sales or commercial account leadership experience.
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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
$175,000—$350,000 USD