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 and scale a global team of 7-8 enablement professionals covering Field Enablement, Solution Consulting, Partner Channels, and Onboarding through coaching and accountability.
- Architect and execute a cohesive, global enablement roadmap aligned with Appian's revenue objectives, ensuring localization across North America, US Public Sector, EMEA, and APJ.
- Optimize the strategic vendor relationship, contract negotiation, and platform integration for Seismic, embedding it into daily sales workflows.
- Drive deal rigor by accelerating sales productivity and increasing deal sizes through institutionalizing the MEDDPICC framework and Ambition Planning methodology globally.
- Oversee the modernization of onboarding programs for new sellers and solution consultants to reduce ramp times dramatically.
- Establish clear, data-driven enablement KPIs, tracking program adoption, sales velocity, and value engineering utilization to present to executive leadership.
Requirements
- Bachelor’s Degree in Business, Marketing, Communications, or a related field.
- 12+ years of progressive experience in tech Sales, GTM strategy, or Sales Enablement leadership.
- Proven track record of managing people managers and individual contributors across global theaters.
- 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 conditions. The base salary range is $200,000 USD - $375,000 USD. A discretionary bonus may be awarded in recognition of individual and company performance.
Benefits
- Comprehensive health coverage, including medical, dental, and vision plans.
- Employee Assistance Program (EAP) with free mental health support.
- Life and disability insurance.
- Employee Stock Purchase Program (ESPP).
- 401(k) plan with company match.
- Flexible time off and paid parental leave.
- Wellness dollars and flexible spending accounts.
- Health savings account contributions.
- Employee referral bonus program.
- Learning and development resources, including tuition reimbursement and leadership programs.
- Family-forming benefits.
- Eight employee-led affinity groups for building internal and external networks.
Training and Development
- Department-specific training during onboarding to equip new hires with essential skills and knowledge.
- Dedicated mentorship and the First-Friend program for new hires.
- Leadership program tailored for new and aspiring managers.
- Comprehensive library of specialized department training through Appian University.
- Skills-based training and tuition reimbursement for advancing education.