Head of Revenue Enablement
About the role
As the Head of Revenue Enablement at Appian, you will lead and manage a high-performing Go-To-Market (GTM) enablement organization supporting Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. This role oversees a team of 7-8 direct reports and manages strategic vendor relationships, notably with Seismic.
Responsibilities
- 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.
Requirements
- 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.
- Experience with enterprise platforms such as Salesforce or ServiceNow.
Pay
The base salary range represents a good faith and reasonable estimate of the range at time of posting. Actual compensation will be dependent on relevant work experience, qualifications, internal peer equity, and market/business conditions. A discretionary bonus may be awarded in recognition of individual and company performance.
Base Salary Range: $150,000 USD - $300,000 USD
Benefits
- 401(k) plan with company match
- Flexible time off
- Paid parental leave
- Medical, dental, and vision plans
- Life and disability insurance
- Wellness programs
- Flexible spending accounts and health savings account contributions
- Employee referral bonus program
- Learning and development resources, including tuition reimbursement
- Employee Stock Purchase Program (ESPP)
- Employee Assistance Program (EAP) with free mental health support
- Family-forming benefits
Training and Development
- Department-specific training during onboarding
- Continuous learning opportunities, including mentorship and the First-Friend program
- Leadership program for new and aspiring managers
- Specialized department training through Appian University
- Skills-based training
- Tuition reimbursement for advancing education
Community
Appian fosters inclusivity through 8 employee-led affinity groups that help build stronger internal and external networks by planning social, educational, and outreach activities.