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Appian Corporation Logo Appian Corporation · Sales

Client Executive

United States, McLean · Job Posted April 16, 2026
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Job Description

The Client Executive, U.S. Army is a senior strategic role designed for a proven enterprise technology leader with deep Army DNA. This is not a field sales position. This is the person who owns the Army account strategy from the top—working alongside the Regional VP and a high-performing support ecosystem of capture, solutions consulting, and architects to orchestrate deals and grow Appian’s footprint across the full spectrum of the Army enterprise. Our Army business just reached a landmark $500M Army Enterprise Agreement. We are doubling down—and we need an elite operator who can lead this next phase of growth.

Job Responsibility

  • Own the Army account strategy from the top
  • Work alongside the Regional VP and a high-performing support ecosystem of capture, solutions consulting, and architects to orchestrate deals and grow Appian’s footprint across the full spectrum of the Army enterprise
  • Lead the next phase of growth following a landmark $500M Army Enterprise Agreement

Requirements

  • 10+ years of direct selling experience or operating as a senior civilian embedded within Army program offices, PAEs, or HQ DA
  • Demonstrated history of closing and expanding 8-figure+ enterprise software agreements with the DoD
  • Strong job tenure: A history of displaying loyalty and perseverance through long, stable job tenure and a positive career trajectory
  • Security Clearance: Active security clearance is required for this role
  • Prior military service (Army, ideally at the field grade or senior NCO level) is strongly preferred
  • Bachelors Degree in a relevant field

Nice to have

  • Army Domain Mastery: A deep, current understanding of Army organizational structure, acquisition processes, and the political dynamics driving modernization
  • A Trusted Advisor: The ability to build and sustain trusted, peer-level relationships with senior Army stakeholders, including SES, Flag Officers, and Secretary-level officials
  • Complex Deal Orchestration: Experience navigating large, multi-year pursuits ($8-figure+) from early shaping through award, leveraging internal resources and partner ecosystems
  • Acquisition Fluency: Command of DoD acquisition vehicles such as OTAs, GWACs, IDIQs, and Enterprise Agreements (EAs)
  • Strategic Leadership: The ability to lead without authority, orchestrating a matrixed support team (capture, technical, proposal) toward a unified winning strategy
  • Market Intelligence: To actively seek out industry trends and Army mission requirements to position Appian against competitors and shape thought leadership

What we offer

  • Health coverage
  • Employee Assistance Program (EAP) with free mental health support
  • Life and disability insurance
  • Employee Stock Purchase Program (ESPP)
  • Retirement/pension plan
  • Wellness dollars
  • Tuition reimbursement
  • Family-forming benefits
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