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AppFolio · 1 hour ago

Growth Account Executive - SMB

Dallas, TX

Contract

Hybrid

Entry, Mid Level

$100K/yr - $100K/yr

2+ years exp

AppFolio is a technology leader in the real estate industry, seeking a Growth Account Executive - SMB. The role involves full-cycle sales to manage and grow an existing SMB customer base, requiring strategic planning, relationship building, and expertise in the products offered.

AnalyticsComputerInformation TechnologyProperty ManagementPropTechSaaSSoftwareWeb Hosting

Responsibilities

You do not sell on features. You utilize a Challenger-focused sales motion and effective discovery to uncover pain and performance gaps regarding the customer's business then tie that back to value to build a business case that recoups the cost of ownership

You strategically manage and accurately forecast a complex sales pipeline. You possess excellent pipeline hygiene and know when a deal has lost momentum

You act with urgency and are detail-oriented to reduce customer friction. This includes executing contracts correctly the first time and "quarterbacking" customer issues with Support or Billing to resolve them quickly without impacting the deal cycle

You drive direct decision-maker and mobilizer involvement, building consensus across multiple stakeholder groups and ensuring you are multi-threaded with the team members most impacted by the solution

You design and execute strategic territory plans to identify high-potential accounts

Qualification

B2B full-cycle salesSaaS experienceSalesforceChallenger Sales MethodologyProperty & Casualty Insurance licensePipeline managementPresentation skillsCommunication skillsGrit & ResilienceResourceful Problem-SolverCollaborative MultiplierCustomer ObsessedConstructive CommunicatorSay/Do AttitudeUrgency & PrecisionGrowth Mindset

Required

2-3+ years of B2B full-cycle sales or business development experience, preferably in SaaS

Proven track record of quota achievement and experience managing sales cycles

Excellent presentation and communication skills with a proven ability to engage C-Level executives

Obtaining a Property & Casualty Insurance license is a requirement

Strong experience with Salesforce, Gong, Google Docs, PowerPoint, Excel, and Zoom

Business Owner Mindset: Views their pipeline and territory as a personal business, recognizing they have all the resources needed to be successful and taking full accountability for performance

Growth Mindset: Embraces change and uncertainty; views challenges (such as a difficult territory) as an exciting opportunity to learn and unlock growth rather than an excuse

Grit & Resilience: Demonstrates emotional balance, avoiding the 'highs and lows' of sales; does not become paralyzed by inaction but instead settles in to control the controllable factors

Urgency & Precision: Acts with urgency and high attention to detail to reduce customer friction, ensuring contracts and deal logistics are executed correctly the first time

Resourceful Problem-Solver: Knows how to source their own data and answers and 'quarterback' issues (e.g., Support or Billing) without impacting deal velocity

Constructive Communicator: Leads with facts rather than emotion and knows how to broach concerns with Leadership in a way that is constructive for the business and customer

Say/Do Attitude: You consistently do what you say you are going to do with high reliability and accountability, ensuring that your actions always match your commitments

Collaborative Multiplier: Actively engages in team channels and meetings, taking initiative to fill voids (e.g., creating team resources) and multiplies the strengths of others rather than just solving for themselves

Challenger Mentality: Embraces Challenger Sales Methodology. Does not sell on features but uses a discovery-focused approach to uncover pain, tying it back to value and business performance

Customer Obsessed: Rooted in the belief that 'we win when our customers win,' striving to exceed expectations and build trust by listening, learning, and taking action

Culture Carrier: Lives 'The AppFolian Way' our guiding values and commitment to how we show up every day for our teams, our customers, and each other