The Head of Revenue Enablement at Appian is responsible for leading and managing a high-performing GTM enablement organization that supports Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. This role will oversee a team of 7-8 direct reports and manage strategic vendor relationships, notably with Seismic.
What You'll Do:
- Lead & Scale: Manage, coach, and drive accountability across a global team of 7-8 enablement professionals covering Field Enablement, Solution Consulting, Partner Channels, and Onboarding.
- Architect Strategy: Develop and execute a cohesive, global enablement roadmap aligned with Appian's revenue objectives, ensuring programs are effectively localized across North America, US Public Sector, EMEA, and APJ.
- Optimize Tech & Process: Own the strategic vendor relationship, contract negotiation, and platform optimization for Seismic, integrating it deeply into daily sales workflows.
- Drive Deal Rigor: Accelerate sales productivity and increase deal sizes by institutionalizing the MEDDPICC framework and the Ambition Planning methodology globally.
- Accelerate Time-to-Productivity: Oversee the modernization of onboarding programs for new sellers and solution consultants to dramatically reduce ramp times.
- Measure Impact: Establish clear, data-driven enablement KPIs, tracking program adoption, sales velocity, and value engineering utilization to present directly to executive leadership.
Required Qualifications:
- Education: Bachelor's Degree in Business, Marketing, Communications, or a related field.
- Experience: 12+ years of progressive experience in tech Sales, GTM strategy, or Sales Enablement leadership.
- Leadership: Proven track record of managing people managers and individual contributors across global theaters.
- Methodologies: Deep, hands-on mastery of enterprise sales methodologies such as MEDDPICC, Value Engineering, and Strategic Account Planning.
Preferred Qualifications:- Advanced certifications in sales enablement platforms or instructional design.
- Proven success scaling revenue enablement organizations within hyper-growth SaaS environments.
- We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
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 inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
BenefitsAppian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country-please ask your Talent Acquisition contact for details specific to the location you are applying to.
