AppFolio · 10 hours ago
Growth Account Executive - SMB
Santa Barbara, CA
Contract
Hybrid
Entry, Mid Level
$100K/yr - $100K/yr
2+ years expAppFolio is a technology leader in the real estate industry, and they are seeking a Growth Account Executive - SMB to manage a portfolio of products for existing small and medium-sized business customers. This role involves strategic sales management, developing territory plans, and driving adoption through a complex sales cycle.
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 act with urgency and are detail-oriented to reduce customer friction
You drive direct decision-maker and mobilizer involvement, building consensus across multiple stakeholder groups
You design and execute strategic territory plans to identify high-potential accounts
Qualification
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
Preferred
Bachelor's degree preferred
Existing Property & Casualty Insurance license holders are desirable
Benefits
Regular full-time employees are eligible for benefits - see here.
We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards.
We partner with you to realize your potential by investing in you from the start.
We're cultivating a team of big thinkers through coaching and mentorship with our best-in-class leaders, and giving you the time and tools to develop your skills.
We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive.
We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are.
Company
AppFolio
AppFolio is a cloud business management solutions provider for the real estate industry.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$30MKey Investors
Investment Group of Santa BarbaraHeadline
2015-06-26IPO
2013-11-01Series Unknown
2009-08-18Series C· $8M
Leadership Team
Shane Trigg
President and CEO
Tim Eaton
Chief Financial Officer
Recent News
2025-11-25
Company data provided by crunchbase