Principal GTM Strategist

Appian is seeking a Principal GTM Strategist to help define, shape, and scale Appian’s market narrative around AI automation.
This senior individual contributor role sits alongside Appian’s Product Marketing and Solutions Marketing organization and focuses on executive narrative development, macro thought leadership, AI‑powered messaging systems, and localized go‑to‑market activation.
The role requires translating complex product, market, and technology concepts into clear, business‑outcome‑focused narratives that differentiate Appian in the market.
Responsibilities

Partner with senior leadership, product executives, and cross‑functional stakeholders to shape Appian’s macro market narratives and AI automation point of view.
Translate complex technical capabilities, including AI‑assisted development and AI automation, into compelling business‑outcome narratives for executive audiences.
Own the end‑to‑end lifecycle of Appian’s messaging AI notebooks, including maintenance, optimization, accuracy, relevance, and adoption.
Use AI‑powered research tools, market data, and traditional research methods to uncover buyer friction points, economic shifts, industry trends, and competitive insights.
Partner with Corporate Communications and PR teams to fuel media outreach, analyst conversations, influencer engagement, and external thought leadership.
Collaborate with strategic partners, global systems integrators, and ISVs to develop co‑branded ecosystem narratives and joint GTM messaging.
Embed Appian narratives into partner‑led channels, including external events, advisory boards, partner toolkits, and digital platforms.
Convert macro thought leadership themes into scalable GTM toolkits for Sales, Field Marketing, Regional Demand Generation, and Sales Development teams.
Build localized campaign guidance, narrative guides, and enablement materials that help teams break into new logos, accelerate stalled pipeline, and elevate deal value.
Orchestrate internal collaboration across Product Management, Sales Engineering, Professional Services, Partners, Marketing, and Sales to create unified market‑facing value propositions.
Operationalize generative AI workflows and content automation tools to prototype, scale, and deliver high‑quality assets across channels and buyer journey stages.
Mine Salesforce, Marketo, BI platforms, and other operational systems to understand campaign performance, pipeline movement, buyer intent, and messaging effectiveness.
Partner with Marketing Operations to build dashboards that measure the impact of thought leadership, narrative programs, and GTM campaigns on demand generation and sales progression.
Success Metrics

Strength, clarity, and adoption of Appian’s AI automation market narrative.
Effectiveness of executive thought leadership, external messaging, and market‑facing content.
Adoption, usage, and quality of Appian’s messaging AI notebooks and related AI‑enabled systems.
Impact of narrative programs on top‑of‑funnel demand, pipeline progression, and sales enablement.
Quality and scalability of GTM toolkits used by Sales, Field Marketing, Regional Marketing, and Partner teams.
Strength of cross‑functional alignment across Product, Marketing, Sales, Communications, Partners, and Services.
Effectiveness of partner and ecosystem narratives across GSI, ISV, and strategic partner channels.
Ability to turn market insights, buyer friction, and competitive intelligence into actionable messaging and GTM programs.
Qualifications

10–15+ years of progressive experience in corporate narrative strategy, macro content marketing, B2B product marketing, solutions marketing, GTM strategy, or related enterprise technology roles.
Proven experience partnering with executive leadership and C‑suite stakeholders to refine strategic messaging, shape thought leadership, and co‑author high‑visibility content.
Strong ability to translate complex technology capabilities into business value propositions for executive and enterprise buyer audiences.
Hands‑on fluency with modern AI tools for market research, message development, content creation, workflow automation, and post‑campaign analysis.
Demonstrated experience developing narratives and GTM programs around enterprise technology, SaaS, automation, AI, cloud, or digital transformation.
Experience designing scalable GTM toolkits, field enablement assets, sales narratives, and campaign frameworks.
Strong understanding of how Sales, Marketing, Product, Communications, and Partner teams work together to activate messaging in market.
Experience using Salesforce, Marketo, BI platforms, or related tools to analyze pipeline performance, campaign effectiveness, and buyer engagement.
Excellent written, verbal, and presentation skills, with the ability to simplify complexity without losing strategic depth.
Strong executive presence, intellectual curiosity, and the ability to influence without direct authority.
Bachelor’s degree in Marketing, Corporate Communications, Business Strategy, Product Management, or a related field, or equivalent practical experience.
Preferred Qualifications

Experience building thought leadership programs around AI, automation, process transformation, or enterprise software.
Experience working closely with Product Marketing, Solutions Marketing, Corporate Communications, Analyst Relations, or Sales Enablement teams.
Experience designing joint GTM narratives, co‑branded assets, or partner campaigns with global systems integrators, ISVs, or strategic alliance partners.
Experience creating messaging systems, AI notebooks, content engines, or scalable knowledge‑management tools.
Strong understanding of enterprise buying committees, Fortune 500 executive audiences, and complex B2B sales motions.
Experience building dashboards or reporting frameworks to measure the impact of content, thought leadership, or GTM programs.
Ability to operate as both a strategic thinker and hands‑on orchestrator, moving seamlessly from market thesis to execution.
Remuneration & Benefits

Base Salary Range: $150,000—$300,000 USD.
The base salary range 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.
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.
EEO Statement

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.

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