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AppFolio · 1 day ago

Growth Account Executive - SMB

Santa Barbara, CA

Contract

Hybrid

Entry, Mid Level

$100K/yr - $100K/yr

2+ years exp

AppFolio 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

B2B full-cycle salesSaaS experienceSalesforceChallenger Sales MethodologyProperty & Casualty Insurance licensePipeline managementPresentation skillsCommunication skillsGoogle DocsPowerPointExcelZoomGrit & resilienceResourceful problem-solverCollaborative multiplierCustomer obsessedCulture carrierGrowth 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