Sales Operations Analyst

Overview

Are you ready to join a high-performance, fast-moving, and collaborative GTM Operations team where your analytical skills will be the engine of our success? We are seeking a highly motivated Sales Operations Analyst to drive efficiency and provide critical insights in a fast-paced environment. This role requires high cross-functional collaboration & communication, strong analytical skills, and a relentless focus on optimizing our sales processes and performance. 

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.

What You'll Do: 

Your primary mission will be to transform complex data into actionable strategies that empower our Sales leadership and improve team performance. Key responsibilities include:

Data Analysis & Strategy

• Identify business challenges and opportunities, using data analysis to provide strategic and tactical recommendations.
• Evolve problem-solving frameworks, develop and test hypotheses, and lead the implementation of new solutions, including developing a monitoring plan.

Reporting & Performance

• Own the process of reporting and analyzing sales pipeline, bookings, headcount, and productivity to identify trends and opportunities for growth.
• Conduct monthly and quarterly analysis to track sales quota achievement.
• Drive the health of the business through performance monitoring, analysis, process improvements, and key insights.

Planning & Process Improvement

• Provide critical analytical and administrative support for the annual planning process, specifically supporting the design and implementation of sales territory strategy.
• Manage ongoing escalations and act as a key cross-functional point of contact, ensuring smooth operations.
• Support various strategic sales operations projects.

Qualifications:

• Bachelor’s degree in math, physics, data science, or other STEM related field. 
• 2-5 years of analytical experience with a proven track record of transforming Sales or Financial Data into actionable strategies.
• Must be highly proficient in Google Sheets / Microsoft Excel, and other data systems like Salesforce.
• Passion for analytics and experience in a Sales Operations or FP&A Analytics role.
• Strong process development and writing experience.
• Experience with reporting platform such as Tableau or Looker is preferred
• Demonstrated ability to be highly motivated, a quick thinker and learner, and capable of working independently as well as part of a team.
• Highly organized, detail-oriented, and methodical approach to problem-solving.
• Willingness to jump in and assist in a variety of projects in a high-energy setting.
• Experience utilizing AI in data clean up, analysis and presentation of information as applicable.

We're seeing a strategic and results-driven Director of Sales Strategy & Field Operations to join our Sales Operations team. This role will serve as a key business partner to the Commercial North America Theater, while also contributing to global strategic initiatives such as Go-To-Market (GTM) design, territory planning and sales productivity optimization. You will work cross-functionally with Sales Leadership, Finance, Marketing, Enablement, and other teams to align execution with business strategy and drive sustainable growth. 

Key Responsibilities

• Act as the primary Field Sales Operations leader supporting the Commercial North America sales organization.

• Partner with Sales and cross-functional leadership to design and implement GTM strategies that align with company objectives.

• Lead strategic planning processes for territories, segmentation, account assignments, and sales capacity modeling.

• Partner with sales operations teams to design and refine sales performance analytics, dashboards, and KPIs to support executive decision-making.

• Collaborate on global initiatives and serve as a thought leader to drive operational excellence.

• Optimize sales processes and infrastructure to improve Account Executive productivity and execution.

Basic Qualifications

• 10+ years of experience in Sales Operations or related field

• Proven success developing strong relationships with sales leadership

• Deep understanding of GTM design, sales planning, and operational strategy.

• Strong analytical skills and experience with sales performance metrics and systems (e.g., Salesforce, Tableau, Clari).

• Exceptional communication and collaboration skills, with the ability to influence at all levels.

• A proven ability to seamlessly shift between strategic planning and tactical execution 

• Experience working in a matrixed, fast-paced SaaS or technology environment preferred.

• Bachelor’s degree required; MBA or relevant advanced degree is a plus.

• Previous management experiences is a plus

The base salary for this role is between $160,000-$250,000 per year and 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.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. 

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

#LI-MB1

We're seeking a strategic and results-driven Senior Manager of Sales Strategy & Field Operations to join our Sales Operations team. This role will serve as a key business partner to the Commercial North America Theater, while also contributing to global strategic initiatives such as Go-To-Market (GTM) design, territory planning and sales productivity optimization. You will work cross-functionally with Sales Leadership, Finance, Marketing, Enablement, and other teams to align execution with business strategy and drive sustainable growth. 

Key Responsibilities

• Act as the primary Field Sales Operations leader supporting the Commercial North America sales organization.

• Partner with Sales and cross-functional leadership to design and implement GTM strategies that align with company objectives.

• Lead strategic planning processes for territories, segmentation, account assignments, and sales capacity modeling.

• Partner with sales operations teams to design and refine sales performance analytics, dashboards, and KPIs to support executive decision-making.

• Collaborate on global initiatives and serve as a thought leader to drive operational excellence.

• Optimize sales processes and infrastructure to improve Account Executive productivity and execution.

Basic Qualifications

• 10+ years of experience in Sales Operations or related field

• Proven success developing strong relationships with sales leadership

• Deep understanding of GTM design, sales planning, and operational strategy.

• Strong analytical skills and experience with sales performance metrics and systems (e.g., Salesforce, Tableau, Clari).

• Exceptional communication and collaboration skills, with the ability to influence at all levels.

• A proven ability to seamlessly shift between strategic planning and tactical execution 

• Experience working in a matrixed, fast-paced SaaS or technology environment preferred.

• Bachelor’s degree required; MBA or relevant advanced degree is a plus.

• Previous management experiences is a plus

The base salary for this role is between $160,000-$250,000 per year and 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.[If applicable to position: Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies. 

In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.

Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

#LI-MB1

We’re seeking a strategic and results-driven Sales Strategy & Field Operations Manager to join our Sales Operations team. This role will serve as the key business partner to the Global Sales Solution Consulting (SSC) organization, while also contributing to global strategic initiatives. This role requires a hands-on operational leader responsible for helping design and execute the day-to-day operating model of the global SSC organization, while working cross-functionally with Sales Leadership, Finance, Marketing, Enablement, and other teams to align execution with business strategy and drive sustainable growth.

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

• Act as the primary Field Sales Operations leader supporting the global Solutions Sales Consulting organization.

• Define, maintain, and evolve global SSC KPIs and dashboards, aligning SSC metrics to revenue performance.

• Standardize planning, execution tracking, and follow-through across SSC organization and within overall Revenue Operations planning schedules.

• Provide consistent visibility into performance, capacity, and execution risk.

• Support consistent global execution of global SSC initiatives. 

• Establish scalable operating mechanisms as the organization continues to grow.

• Champion SSC impact and alignment with the cross functional organization.

Qualifications

• 7+ years of experience in Sales Operations or a related field.

• Bachelor’s degree required; MBA or relevant advanced degree is a plus.

• Proven success developing strong relationships with sales leadership.

• Deep understanding of GTM design, sales planning, and operational strategy.

• Strong analytical skills and experience with sales performance metrics and systems (e.g., Salesforce, Tableau, Clari).

• Exceptional communication and collaboration skills, with the ability to influence at all levels.

• A proven ability to seamlessly shift between strategic planning and tactical execution. 

• Experience working in a matrixed, fast-paced SaaS or technology environment preferred.

Renewal Account Manager

As part of a high-performing, fast-paced and collaborative Renewal Sales team, you as the Renewal Account Manager will partner with the Account Executive and other internal stakeholders to lead the development of renewal strategies and drive renewal execution with our customers.

To be successful in this role, you need:

• Demonstrated ability to work a renewal cadence within a sales territory, taking action several quarters ahead of a service end date to determine renewal readiness and engage with appropriate stakeholders as needed to mitigate renewal risk while also managing in-quarter renewals

• Track record building relationships with peers and cross-functional stakeholders including Sales, Sales Operations, Deal Desk, Legal, and Partner teams

• Ability to negotiate large, complex contracts

• Creative problem-solving skills and initiative to identify areas of process improvement and efficiency

• Commitment to producing a weekly, accurate forecast for both in-quarter and out-quarter renewals

Some of the tools and resources we will equip you with include:

• Training: Start with Value, which is our 15-day training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field, like ValueSelling Framework training.

• Growth: Growth opportunities available through promotion and participation like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.

• Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks.

Learn more about how you can grow your career in sales at our blog.

Basic qualifications:

• 8+ years demonstrated success in a renewal, sales, and/or customer success capacity within the SaaS and/or technology industry

• Demonstrated consistent quota attainment

• Bachelor’s degree (or higher level education) required

• Spanish and English Language skills.