Sales Enablement Programs Lead

s teams with the capabilities, insights, and behaviors needed to succeed in complex enterprise sales.

This role is based at our HQ in McLean, VA. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office 5 days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

Key Responsibilities

Strategy & Leadership

• Define and execute a global Sales L&D strategy aligned with revenue goals and GTM priorities

• Act as a strategic consultant to Revenue Leadership and Enablement Functional Leaders to identify performance gaps and deploy systemic interventions that drive ARR and persistent behavior change.

Program Development & Execution

• Architect and operationalize two of the five functional pillars of Sales Enablement: onboarding and ongoing learning:

• Build a multi-year program roadmap covering onboarding, continuous development, leadership training, and role-based learning paths

• Implement blended learning approaches (live, digital, cohort-based, experiential) and modern AI methods for knowledge transfer and behavior change

Performance Impact

• Design programs with GTM outcomes in mind, including::

• • Sales employee time to productivity
  • Pipeline generation
  • Win rates
  • Deal size
  • Sales cycle length

• Establish KPIs and measurement frameworks to track program effectiveness as well as operational methods for obtaining and tracking them

Onboarding & Ramp

• Design and deliver a structured, role-based onboarding program that accelerates time-to-productivity

• Define clear learning objectives and milestones aligned to early-stage performance expectations

• Partner with Sales Leadership, RevOps and Enablement Functional leaders to ensure onboarding reflects current GTM priorities

• Continuously optimize onboarding based on ramp metrics, new hire performance, and feedback

Sales Leadership Enablement

• Develop behavioral reinforcement frameworks for first-line managers to ensure 'training' translates into sustained field execution.Global Scale & Consistency

• Ensure programs are scalable and adaptable across geographic regions, functional roles and industry verticals

• Drive consistency in messaging, methodology, and execution

Team & Vendor Management

• Build and lead a high-performing L&D / enablement team

• Manage external vendors, platforms, and content partners

Qualifications

• 10+ years in Sales Enablement, Sales L&D, or Revenue Enablement

• 5+ years leading teams and global programs

• Experience in enterprise SaaS or complex B2B sales environments

• Proven track record of improving measurable sales outcomes through L&D initiatives

• Deep understanding of enterprise sales motions and methodologies

• Data-driven mindset with experience tying enablement to revenue metrics with practical experience implementing the Kirkpatrick model

• Exceptional stakeholder management and executive communication skills

• Strong adult learning expertise

Preferred

• Experience building and scaling global onboarding programs that reduce ramp time and improve early-stage quota attainment

• Certification or deep familiarity with leading sales methodologies

• Experience enabling enterprise, multi-stakeholder, and platform-based sales motions focused on value-based sales

• Proven experience implementing and optimizing enablement tech stacks (e.g., Highspot, Seismic, LMS/LXP platforms, OpenAI, Gemini and Claude)

• Proven experience integrating AI-driven sales tools into the sales flow to reduce time to adoption and administrative friction

• Strong experience with learning analytics, measurement frameworks, and connecting enablement efforts to revenue performance

• Exposure to global sales organizations and regional localization strategies

• Experience working cross-functionally with Product and Engineering, Product Marketing, RevOps, and Customer Success to align messaging and training

• Familiarity with AI-driven learning tools, content personalization, and adaptive learning technologies

• Must have a profoundly good sense of humor, well-practiced emotional intelligence and strong drive for excellence

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 provides process automation technology. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We've been automating processes for 25 years and understand enterprise operations like no one else. 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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