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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