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 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

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

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.
• Employee Stock Purchase Program (ESPP).
• Learning and development resources, including tuition reimbursement and specialized department training through Appian University.
• Family-forming benefits.
• Employee Assistance Program (EAP) with free mental health support.

Training and Development

• Department-specific training during onboarding.
• Dedicated mentorship and the First-Friend program for new hires.
• Leadership program for new and aspiring managers.
• Skills-based training and tuition reimbursement for advancing education.

Community

Appian fosters inclusivity through 8 employee-led affinity groups that help build stronger internal and external networks. These groups plan social, educational, and outreach activities to connect employees and support larger company initiatives.