Head of Revenue Enablement

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.

Roles and Responsibilities:

Strategic Leadership:

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Develop and implement a cohesive, global enablement strategy aligned with Appian's revenue objectives and GTM priorities.

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Partner closely with Sales Leadership and cross-functional stakeholders (Sales Ops, Marketing, Product Management) to ensure alignment and effectiveness of enablement programs.

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Serve as a key strategic advisor to the VP of Talent Development and the Sales Chief of Staff on enablement initiatives, performance insights, and continuous improvement.

Team Leadership and Management:

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Lead and coach a team of 7-8 enablement professionals across Field Enablement, Solution Consulting Enablement, Partner Enablement, and Onboarding.

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Drive accountability within the enablement team, ensuring clear objectives, measurable outcomes, and high performance.

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Develop team capabilities through mentoring, coaching, and structured development opportunities.

Enablement Program Execution:

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Oversee design, execution, and measurement of sales enablement programs (trainings, certifications, boot camps, onboarding, and skills development).

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Ensure enablement programs are effectively localized and customized for regional Field Sales teams while maintaining global consistency.

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Own and manage onboarding programs for all new sellers and solution consultants, accelerating their time-to-productivity.

Vendor Management:

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Own the strategic relationship with Seismic, managing contract negotiations, performance assessments, and continuous optimization of the platform.

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Ensure effective integration and utilization of Seismic across enablement programs and sales processes.

Metrics and Accountability:

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Establish clear, measurable enablement KPIs, track progress, and communicate impact to senior leadership.

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Regularly analyze program effectiveness and adjust strategies to continuously improve outcomes and sales productivity.

Cross-Functional Collaboration:

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Collaborate closely with Product Management and Marketing to ensure enablement content reflects the latest product developments, competitive positioning, and market messaging.

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Partner with Sales Operations to align enablement initiatives with sales processes, methodologies (e.g., MEDDPICC), and CRM practices.

Key Outcomes Expected:

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Improved sales productivity and effectiveness across all sales teams

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Increased deal sizes by driving the rigor of the Ambition Planning methodology across all theatres

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Increased usage of sales plays and business cases (value engineering)

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Increased adoption and strategic leverage of Seismic

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Accelerated ramp times and sustained performance of new sellers and solution consultants.

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Strengthened partner enablement, resulting in more productive channel relationships.

About You:

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Years of experience: 12+ years in sales or sales enablement

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This position demands strong strategic vision, leadership acumen, deep sales enablement expertise, and the ability to effectively collaborate across multiple functions within Appian.

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Bachelor's Degree in a related field.

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.

• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.

• Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

Benefits

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]

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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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