Head of Revenue Enablement

About the role

As the Head of Revenue Enablement at Appian, you will lead and manage a high-performing global Go-To-Market (GTM) enablement organization. This role supports Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. You will oversee a team of 7-8 direct reports and manage 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

Base Salary Range: $200,000 USD - $375,000 USD. Actual compensation will depend on relevant work experience, qualifications, internal peer equity, and market conditions. A discretionary bonus may be awarded in recognition of individual and company performance. Certain positions may be eligible for equity awards.

Benefits

• 401(k) plan with company match.
• Flexible time off and paid parental leave.
• Medical, dental, and vision plans.
• Life insurance and disability insurance.
• Wellness programs and flexible spending accounts.
• Health savings account contributions.
• Employee referral bonus program.
• Learning and development resources, including mentorship and the First-Friend program.
• Leadership program for new and aspiring managers.
• Appian University for specialized department training.
• Skills-based training and tuition reimbursement.
• Employee Stock Purchase Program (ESPP).
• Employee Assistance Program (EAP) with free mental health support.
• Family-forming benefits.
• Wellness dollars.

About Appian

Appian provides AI automation for mission-critical work, automating complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale, with over 25 years of experience in enterprise operations. For more information, visit appian.com.