Senior Deal Manager

Appian is seeking a Senior Deal Manager to partner with Sales and cross-functional teams on deal structure from qualification through contract close. Reporting to the Manager, Deal Management - North America, this role drives region-specific deal standards and policy while building strong relationships across Sales and internal teams, and requires a self-starter with strong problem-solving and communication skills.

In this role, you will partner closely with Sales and cross-functional teams on deal structure from opportunity qualification through contract close, document and enable region-specific standards for deal structure and policy, and build strong relationships with leaders across the Sales organization and other departments at Appian. Reporting directly to the Manager, Deal Management - North America, the Senior Deal Manager will bring strong critical thinking, creativity, and communication skills, and succeed as a self-starter who can work autonomously with minimal supervision, using proven problem-solving ability to drive deals forward.

In this role, you will:

• Manage deal constructs, special pricing, approval policies, and the resolution of deal issues and sales escalations

• Support Sales in negotiating contract structure and pricing in alignment with Appian policies while maximizing value for both the customer and Appian

• Drive alignment across Sales and key stakeholders (Finance, Legal, Engineering, Product) and coordinate with customers/partners to resolve issues quickly

• Identify and scale best practices through analysis, projects, and reporting to strengthen Deal Desk and Sales effectiveness

• Contribute to and participate in ongoing Sales training sessions

• Travel 5–10%

Qualifications
To be considered for this role, candidates should have:

• Bachelor’s degree

• 12+ years of relevant experience, including Deal Desk, Pricing, Finance/FP&A, or Sales Operations

• Proven ability to work autonomously and manage relationships with senior leaders

• Experience using CRM and CPQ systems

• Working knowledge of contracts and accounting (preferred)

• Experience with software contracts and revenue recognition policies (strongly preferred)

• Financial Services, Insurance and/or Pharma / HealthcareIndustry experience (preferred)

• Strong negotiation skills with the ability to uncover underlying interests, navigate objections, and reach practical solutions

• Demonstrated ownership mentality and integrity, acting in the best interest of the organization

• Comfort operating in ambiguity and fast-changing environments

• Highly organized and detail-oriented, able to manage fast-moving priorities

• Process-driven and motivated to document and standardize for repeatability and clarity

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