What are the responsibilities and job description for the Senior Sales Enablement Manager (Commercial North America) position at Appian?
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 Sr. Sales Enablement Manager to drive the success of our Commercial North America Commercial sales organization. This role goes beyond training delivery, it is about building scalable programs, aligning closely with sales leadership, and ensuring measurable commercial outcomes. The ideal candidate combines operational rigor, strong field credibility, and a passion for equipping sellers with the skills, tools, and confidence to win in complex enterprise sales cycles.
What You'll Do
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]
Follow Appian: LinkedIn.
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.
Appian's Applicant & Candidate Privacy Notice
We are seeking a Sr. Sales Enablement Manager to drive the success of our Commercial North America Commercial sales organization. This role goes beyond training delivery, it is about building scalable programs, aligning closely with sales leadership, and ensuring measurable commercial outcomes. The ideal candidate combines operational rigor, strong field credibility, and a passion for equipping sellers with the skills, tools, and confidence to win in complex enterprise sales cycles.
What You'll Do
- Program Ownership: Design and run scalable programs (role-based curricula, certifications, sales plays) that reduce ramp and improve win rates.
- Enterprise & Value Selling Enablement: Build executive-ready narratives, discovery frameworks, POV/POC guides, and negotiation playbooks; coach field managers to reinforce.
- AI-Enabled Execution: Operationalize AI in daily workflows (call insights, content generation/curation, skills coaching); define usage patterns and guardrails.
- Tool & Methodology Adoption: Drive adoption for Seismic, Clari, Gong, SFDC, LMS/PRM; partner with RevOps on taxonomy/governance; run enablement analytics.
- Measurement: Own program KPIs (time-to-first-deal, certification attainment, tool adoption, pipeline hygiene) and show correlation to revenue metrics.
- Field & XFN Collaboration: Co-create with frontline leaders, PMM, Product, Alliances, and Legal/Security (for Public Sector) to ensure accuracy and adoption.
- Bachelor's degree in a relevant field (e.g., Business Administration, Marketing, Education, Technology).
- 7 years in enterprise SaaS/PaaS enablement/sales with demonstrable impact.
- Built and scaled at least one major sales enablement program end-to-end.
- Hands-on with AI tools for enablement; strong Seismic/Clari/Gong/SFDC proficiency.
- Credibility with frontline managers; excellent facilitation and change management.
- Deep understanding of enterprise sales and value-based selling.
- Experience with low-code platforms or enterprise SaaS applications.
- Familiarity with Appian's platform and ecosystem.
- 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.
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]
Follow Appian: LinkedIn.
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.
Appian's Applicant & Candidate Privacy Notice