Head of Revenue Enablement

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.
• Required Qualifications:
• 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.

Requirements

• Advanced certifications in sales enablement platforms or instructional design.
• Proven success scaling revenue enablement organizations within hyper-growth SaaS environments.
• We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.
• Tools and Resources

Benefits

Additional Information

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. The Head of Revenue Enablement at Appian is responsible for leading and managing a high-performing GTM enablement organization that supports Field Sales across four global theaters (North America Commercial, US Public Sector, EMEA, APJ), Solution Consulting, Partner Channels, and Onboarding. This role will oversee a team of 7-8 direct reports and manage strategic vendor relationships, notably with Seismic.

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