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 will sit alongside Appian’s Product Marketing and Solutions Marketing organization and focus on executive narrative development, macro thought leadership, AI-powered messaging systems, and localized go-to-market activation.

his role will translate complex product, market, and technology concepts into clear, business-outcome-focused narratives that differentiate Appian in the market. The ideal candidate is a strategic thinker, strong writer, and cross-functional orchestrator who can partner with executives, Product, Marketing, Sales, Partners, and Communications teams to turn market insight into compelling narratives, scalable GTM programs, and measurable business impact.

• 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.

• 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.

• 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.

• 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.

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