Senior Solutions Marketing Lead

About the role

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

As a Senior Solutions Marketing Lead for Risk, Compliance & Legal, you will serve as a senior individual contributor and strategic commercial leader with ownership of the solutions-selling motion for one of Appian’s priority domains.

About the Team

The Product Marketing team at Appian sits at the strategic intersection of product innovation, corporate communications, and global sales execution. Our mission is to transform complex technological breakthroughs into clear, high-impact market positioning that demonstrates Appian's undisputed value in Enterprise-Grade Orchestration.

Responsibilities

• Own the Domain GTM Strategy: Define the Risk, Compliance & Legal positioning, messaging hierarchy, segmentation, buyer personas, priority use cases, proof points, and broader go-to-market narrative.
• Build Persona-First Frameworks: Develop buyer and champion frameworks for Chief Risk Officers, Chief Compliance Officers, Chief Legal Officers, General Counsel, and leaders across Legal Operations, Internal Audit, Privacy, Regulatory Affairs, Enterprise Risk, and Government Acquisition and Contracting.
• Translate Capabilities Into Business Value: Map Appian’s platform capabilities to high-value domain challenges, including regulatory change management, policy and controls management, audit remediation, third-party risk, investigations, legal intake, matter workflows, contract processes, and compliance case management.
• Lead Cross-Functional Domain Strategy: Establish and lead a cross-functional domain team spanning Product, Sales, Solution Consulting, Customer Success, Field Marketing, Sales Enablement, Analyst Relations, partners, and subject matter experts.
• Build the Foundational Asset Roadmap: Create the message house, persona guide, use case matrix, buyer journey content map, solution brief, website copy, webinars, blogs, customer proof plan, and analyst inputs required to activate the domain strategy.
• Equip the Global Field: Develop executive point-of-view materials, prospecting cadences, talk tracks, discovery and qualification guides, use case and demo mapping, objection handling, business case tools, value maps, and decision validation kits.
• Activate Buyer Journeys: Partner with campaign and digital teams to build high-conversion buyer journeys, improve content operations, reduce asset clutter, and ensure priority content is current, reusable, measurable, and easy to find.
• Create Field Feedback Loops: Use QBRs, win/loss reviews, sales calls, customer story mining, and objection tracking to continuously refine the domain narrative and sales plays.
• Apply AI and Automation: Use approved AI and automation workflows to accelerate copy, design, video, enablement, training, and domain-specific LLM and Notebook development while maintaining quality and governance.
• Measure Commercial Impact: Track SME committee activation, messaging adoption, asset completion and coverage, content engagement, sales readiness, LLM usage, pipeline influence, and conversion impact.

Requirements

• Education: Bachelor’s degree in Marketing, Business, Communications, Legal Studies, Public Policy, Government, Risk Management, or a related field.
• Experience: 8+ years of experience in B2B product marketing, solutions marketing, industry marketing, or go-to-market strategy, preferably within enterprise SaaS, platform technology, process automation, legal technology, GRC, risk, compliance, audit, regulatory operations, government technology, public-sector solutions, government acquisition, or adjacent domains.
• Domain Expertise: Demonstrated fluency in one or more areas of risk, compliance, legal operations, regulatory operations, audit, privacy, third-party risk, investigations, policy management, matter management, contract management, GRC, government acquisition, public procurement, or government contracting.
• Strategic Messaging: Proven ability to translate complex enterprise buyer challenges into clear positioning, messaging, personas, use cases, narratives, and scalable sales plays.
• Sales Enablement: Strong experience developing pitch decks, executive POVs, persona guides, discovery guides, talk tracks, objection handling, demo and use case mapping, business case tools, and sales training.
• Buyer Journey Content: Experience creating solution briefs, web pages, blogs, webinars, whitepapers, customer proof, analyst inputs, thought leadership, and campaign-ready assets.
• Cross-Functional Leadership: Demonstrated ability to align Product, Sales, Solution Consulting, Customer Success, Field Marketing, Analyst Relations, partners, and executive stakeholders.
• AI Fluency: Demonstrated ability to apply AI tools in day-to-day work to improve speed, quality, and impact.
• Change Leadership: Proven ability to challenge existing approaches, build alignment, and drive adoption across teams.
• Executive Communication: Excellent writing, storytelling, and executive communication skills, with the ability to create crisp, buyer-relevant content from ambiguous inputs.
• Analytical Capability: Experience defining KPIs, measuring content and enablement impact, gathering field feedback, and using data to prioritize work.
• Builder Mentality: Comfort operating with high ownership, urgency, collaboration, and a bias toward developing reusable frameworks that scale across teams.

Preferred Qualifications

• Master of Business Administration (MBA) degree.
• Proven history of representing a software company externally, including speaking engagements at major industry conferences or managing relationships with top-tier industry analysts.
• Experience with enterprise platforms such as Salesforce or ServiceNow.

Pay

The base salary range is $125,000 USD - $250,000 USD. A discretionary bonus may be awarded in recognition of individual and company performance.

Benefits

Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Schedule

Location: McLean, VA | Work Model: On-site (5 days/week). This position is full-time on-site, in accordance with Appian's McLean headquarters policy.