Head of Revenue Enablement
About the role
As the Head of Revenue Enablement at Appian, you will lead and manage a high-performing 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. Actual compensation will be dependent on relevant work experience, qualifications, internal peer equity, and market conditions. 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.
- Wellness dollars and flexible spending accounts.
- Health savings account contributions.
- Employee referral bonus program.
- Learning and development resources, including tuition reimbursement and specialized department training through Appian University.
- Paid parental leave and flexible time off.
- Family-forming benefits.
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.
- Skills-based training and access to a comprehensive library of specialized department training.
- Tuition reimbursement for advancing education.
Community
Appian fosters inclusivity through 8 employee-led affinity groups, which help build stronger internal and external networks by planning social, educational, and outreach activities. The company is rooted in respect and ensures a welcoming environment from day one.
Appian provides AI automation for mission-critical work, automating complex processes in large enterprises and governments. The platform is known for its reliability and scale, with over 25 years of experience in enterprise operations.