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.

Renewal Account Manager

Drive multi-million dollar retention strategies and fuel the growth of the world's leading enterprise brands by mastering the art of the renewal lifecycle.

Location: McLean, VA | Work Model: On-site (5 days/week)

About the Team

The Appian Renewal Sales team is a high-performing, fast-paced, and collaborative organization dedicated to protecting and expanding our global revenue footprint. We partner closely with cross-functional stakeholders to ensure our clients continuously realize maximum value from their investments, supporting Appian’s rapid growth in the AI-Powered Process Automation market.

The Opportunity

Why join Appian? As a Senior Renewal Account Manager, you aren’t just processing transactions—you are a strategic orchestrator. You will own complex commercial negotiations and safeguard revenue at a company recognized for driving massive enterprise digital transformation. Backed by our world-class collaborative sales organization and programs like ValueSelling Framework training and the Appian MBA leadership initiative, this role offers an elite trajectory for sales professionals who want to execute with intensity and work to impact under our Enterprise-Grade Orchestration model.

What You’ll Do

Lead Comprehensive Renewal Strategies: Drive the development and execution of renewal strategies within your assigned territory, taking proactive action several quarters ahead of contract end dates to mitigate risk.
Partner Cross-Functionally: Collaborate seamlessly with Account Executives, Sales Operations, Deal Desk, Legal, and Partner teams to align resources and ensure seamless execution.
Negotiate High-Value Contracts: Direct large, complex, and high-value enterprise contracts, navigating legal and commercial hurdles to secure mutually beneficial outcomes.
Execute Accurate Forecasting: Maintain strict data integrity within corporate systems while delivering an accurate weekly forecast for both in-quarter and out-quarter renewals.
Champion Process Improvement: Identify efficiency bottlenecks in the renewal lifecycle and propose creative, scalable solutions to drive commercial velocity.

Required Qualifications

Education: Minimum of a Bachelor’s degree from an accredited institution. (Equivalent experience is not accepted in lieu of a degree).
Experience: 10+ years of demonstrated success in a renewal, sales, account management, and/or customer success capacity within the SaaS or technology industry in the public sector.
Contract Management: Proven track record of consistent quota attainment and managing complex contract lifecycles.
Cross-Functional Collaboration: Demonstrated ability to take a lead role among peers and collaborate with cross-functional teams like Sales Operations, Deal Desk, and Legal.
Leadership: Foundational leadership or mentorship experience within an enterprise software sales environment.

Preferred Qualifications

Expertise in driving value-based sales methodologies (e.g., ValueSelling Framework).
Experience navigating complex procurement processes within Fortune 500 environments.
We value experience with enterprise platforms such as Salesforce or ServiceNow, as these skills translate well into our Enterprise-Grade Orchestration environment.

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The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.