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.

We are seeking a Sales Enablement Manager – Public Sector to drive the success of our U.S. Public Sector sales organization. This role goes beyond training delivery, it is about building scalable programs, aligning closely with sales leadership, and ensuring measurable outcomes that equip sellers to win in complex, compliance-driven enterprise government sales cycles.

The ideal candidate combines operational rigor, strong field credibility, and direct Public Sector enablement experience, with proven ability to prepare sales teams to navigate procurement-driven buying cycles, multi-stakeholder government deals, and compliance-heavy environments.This candidate will collaborate across teams to develop and scale training and enablement programs that deliver tailored solutions for Public Sector customer challenges.

What You'll Do:

• Own design and execution of enablement programs (onboarding, certification, role-based curricula).
• Build programs tailored to Public Sector enterprise sales: procurement cycles, acquisition vehicles (GSA, GWACs, IDIQs), and budget-driven buying patterns.
• Develop and reinforce value-based selling playbooks for mission-driven conversations with Federal, DoD, IC, and SLED stakeholders.
• Create and maintain compliance guides (FAR/DFARS, FedRAMP, CMMC) and integrate into daily enablement workflows.
• Operationalize AI workflows (call insights, content generation, deal coaching).
• Track program KPIs such as ramp time, certification attainment, tool adoption, and pipeline hygiene; correlate to revenue impact.
• Partner with capture and proposal teams to drive higher RFP win rates through enablement.
• Collaborate across Sales, Product, Marketing, and Legal/Security to ensure Public Sector enablement is accurate and aligned.

 What You'll Bring:

• Bachelor's degree in a relevant field (e.g., Business Administration, Marketing, Education, Technology).

• 7+ years in enterprise SaaS enablement or Public Sector sales.

• Proven program ownership in enablement or sales training with measurable outcomes.

• Deep understanding of Public Sector sales cycles, acquisition vehicles, and compliance standards.

• Strong facilitation and coaching skills; credible with frontline managers.

• Hands-on with Seismic, SFDC, LMS, Gong/Clari, and AI tools.

• Ability to design enablement frameworks that scale across dispersed Public Sector teams.

• Strong understanding of enterprise sale and value selling in government contexts.
• Exceptional communication and facilitation skills; able to influence executives and engage sellers at every level.
• Strong project management skills with a bias toward action; able to prioritize initiatives and deliver results in complex, compliance-driven environments.

 Nice to Have:

• Experience with low-code platforms or enterprise SaaS or PaaS applications.
• Familiarity with Appian’s platform and Public Sector ecosystem.
• Prior experience collaborating with capture/proposal management teams to improve proposal quality win rates. 

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.

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 ReasonableAccommodations@appian.com. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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