Vice President

The Vice President of Revenue Operations will provide strategic direction and operational support to the entire Go To Market organization. The primary goal is to create and implement strategy, processes, systems, and infrastructure that boosts sales force productivity and efficiency, enabling Appian to accelerate revenue growth and retention, increase market share, and meet strategic objectives. This individual will be responsible for the performance, strategy, and alignment of sales operations company-wide.  

• This VP will act as a cross-functional leader, facilitator and strategic enabler working with key contacts across Marketing, Customer Success, IT, Finance, Product, HR and other functional areas. This position plays a key role in driving revenue growth for Appian while also assessing the current sales organization by setting priorities and goals, inspiring and driving teams to meet objectives, and measuring results. This individual will have extensive C-suite interactions.

To be successful in this role, you will:

• Demonstrate excellence in all aspects of Sales management and operations - strategic, bold leader; understands and drives performance excellence at all levels, understands and implements key metrics; instills and maintains a high energy sales culture at every level of organization.
• Refine and standardize sales processes across the organization to improve operational efficiency, sales productivity, and customer satisfaction. 
• Provide strategy and recommendations to the business that increase scale and efficiency in the sales and retention engines to drive and retain revenue.
• Identify, support, and optimize system, corporate and cross-departmental software tools, processes, and sales workforce needed to push the overall sales strategy forward.
• Take proactive leadership approach in helping develop, champion, and execute overall Go-To-Market Strategy.
• Provide strategic functional leadership as well as strong people leadership across multiple functions and geographies. Creates strategy and plans that enable growth in market share in existing regions.
• Further develop the GTM organization by targeting territories around geographies, customer segments and revenue. Work with geographic leaders to ensure that each of the territories is staffed with talented people and can support a fast growing inside sales team.
• Develop sales compensation plans (including policies and procedures) that are competitive and compelling while also in alignment with the company’s objectives and financial goals. Establish sales commission processes and an attainment reporting system.

About You:

• A Bachelor of Science or Bachelor of Arts in a related discipline preferred or relevant work experience is required; an MBA is preferred.
• Passionate about working with sales teams and customers.
• Strong business acumen and a track record of accelerating sales growth via multiple support tools, processes, analytics, and services.
• Proven communication, collaboration, negotiation, and consultative skills at senior levels through excellent interpersonal, analytical, written, and presentation ability.
• History of operating under the highest degree of accuracy with deep integrity.
• Intellectually curious and inquisitive, with a business approach that naturally leans in.
• Holds themselves and others accountable for results. Able to take leadership on tough decisions or with competing priorities.
• Experience in a complex, dynamic environment with a desire to learn quickly and contribute immediately. 
• Experience working globally across multiple time zones.