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Yardi · 15 hours ago

Senior Account Executive - Enterprise

Santa Barbara, CA

Full-time

Hybrid

Mid, Senior Level

$100K/yr - $110K/yr

5+ years exp

Yardi is seeking a long-term oriented Net New Senior Sales Account Executive to drive enterprise new business across a highly strategic territory in the West and Central regions. This role focuses on engaging, educating, and converting top-tier commercial real estate owners and operators as they evaluate mission-critical ERP platforms.

Property ManagementPropTechReal EstateSoftware

Culture & Values

Responsibilities

Own net-new enterprise sales efforts across the West and Central regions by identifying, engaging, and advancing relationships with large commercial real estate owners and operators. Develop thoughtful prospecting and account strategies to initiate and progress complex sales opportunities

Manage the full enterprise sales cycle – from initial engagement through contract execution – while maintaining momentum across long, multi-stakeholder decision processes

Lead discovery-driven conversations to understand prospect priorities, risks, and operational challenges. Clearly articulate Yardi’s differentiated value as a mission-critical ERP platform aligned to client business objectives

Build and sustain trusted relationships with senior decision-makers (CIO, CFO, COO, and executive leadership), serving as a credible advisor throughout the evaluation and decision process

Consistently meet or exceed annual sales targets by prioritizing high-impact opportunities, applying sound territory judgment, and allocating time and resources effectively

Partner closely with sales engineering, product, marketing, leadership, and client services teams to deliver compelling presentations, align on strategy, and support successful deal execution

Maintain a strong understanding of the commercial real estate landscape, competitive ERP offerings, and evolving client needs to inform sales strategy and opportunity identification

Maintain accurate, up-to-date opportunity tracking and forecasting within CRM systems. Communicate progress, risks, and key developments clearly to sales leadership

Drive the full sales cycle, from initial contact to closing, ensuring a smooth process and strong client engagement throughout. Effectively communicate the value add and market differentiation Yardi provides while aligning with prospect’s business needs and challenges

Utilize in-depth knowledge of our cutting-edge commercial real estate software solutions to demonstrate value to potential clients. Demonstrate consultative sales techniques to understand prospect challenges and position solutions accordingly

Establish and maintain strong relationships with key decision-makers at C-level, VP, and Director levels within strategic commercial real estate organizations

Meet or exceed annual sales targets through successful deal closures. Leverage territory insights and data to prioritize opportunities and maximize sales effectiveness

Work closely with internal teams (leadership, sales engineering, marketing, product, client services) to ensure the smooth execution of sales strategies, presentations, and solution delivery. Act as a key contributor in the development of go-to-market initiatives

Stay up-to-date with market trends, competitive landscape, and the evolving needs of the commercial real estate sector. Use this knowledge to identify new opportunities and adjust strategies as necessary

Own accurate pipeline management and forecasting by consistently leveraging Yardi’s CRM and other prospecting tools. Build comfort navigating Yardi’s product platform to support high-level product demonstrations and informed customer conversations, demonstrating curiosity and ownership of the solution while working in close partnership with Sales Engineering for technical depth

Qualification

Enterprise Sales ExperienceConsultative SellingExecutive EngagementTechnology FluencyMarket InsightTerritory OwnershipNegotiation SkillsCross-Functional Collaboration

Required

5+ years of B2B sales experience, with a strong preference for enterprise or complex software sales

Experience selling ERP, financial systems, or mission-critical platforms to large organizations is highly valued

Familiarity with the commercial real estate ecosystem—including ownership, asset management, accounting, leasing, investment, and operations—and an understanding of how technology decisions impact these functions at scale

Demonstrated history of meeting or exceeding sales targets through net-new business in competitive, long-cycle sales environments

Proven ability to engage credibly with senior decision-makers (CIO, CFO, COO, and executive leadership) and navigate multi-stakeholder decision processes

Strong presentation, discovery, and negotiation capabilities, with the judgment to position value, manage risk, and advance complex deals thoughtfully

Comfortable operating independently across a large territory, prioritizing effectively, and driving outcomes with a high degree of personal accountability while collaborating closely with leadership and cross-functional teams

Demonstrated comfort leveraging CRM systems and modern sales technologies as planning and execution tools—not just reporting requirements

Willingness to develop functional familiarity with enterprise software platforms to support informed customer conversations and high-level product demonstrations