Account Executive - Mid-Market

AppFolio Inc; California; Hybrid; USD 152,000 - 170,000; Full time

Job summary

AppFolio Inc. is seeking an Account Executive for the Mid-Market Sales team to drive net-new logo acquisitions and manage the full sales cycle across the residential property management market.

You will challenge prospects to rethink workflows using Challenger Sales, demonstrating how AppFolio’s platform improves NOI and scales operations. In this high-growth role, you will build strategic partnerships with C-level executives, maintain an accurate pipeline in Salesforce, and collaborate with

Qualifications

• Proven track record meeting commitments and quotas in a fast-paced sales environment.
• Experience managing the full sales cycle and winning mid-market SaaS deals.
• Mastery of consultative or Challenger Sales approaches.
• History of meeting quotas, pipeline targets, and KPIs.

Responsibilities

• Meet quarterly quotas through territory planning and outbound prospecting.
• Manage end-to-end sales cycle from qualification to close in mid-market SaaS.
• Apply Challenger Sales to drive NOI impact and customer value.
• Collaborate with Sales Development, Marketing and Implementation teams.

Skills

Challenger Sales

Full sales cycle

Quota attainment

Executive communication

Pipeline management

Cross-functional collaboration

Education

Bachelor’s degree (BA/BS) or equivalent

Tools

Salesforce

Google Workspace

Zoom

Job description

AppFolio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.

As an Account Executive on our Mid-Market Sales team, you will drive net-new logo acquisition and manage the full sales cycle across the residential property management market. Leveraging Challenger Sales methodologies, you will challenge prospective clients to rethink their operational workflows, demonstrating how AppFolio’s innovative platform increases Net Operating Income (NOI) and drives operational scale. In this high-growth role, you will build strategic partnerships with C-level executives, champion our transformative vision, and expand AppFolio's footprint in a dynamic industry.

Your Impact

• Consistently meeting commitments by achieving and exceeding quarterly sales quotas through disciplined territory planning, targeted outbound prospecting, and net-new logo acquisition.

• Managing the full sales cycle from initial qualification and deep discovery through contract negotiation and close within the residential Mid-Market segment.

• Leveraging Challenger Sales methodologies to challenge prospective clients to rethink operational workflows and demonstrate measurable Net Operating Income (NOI) impact.

• Building trust by listening to customer needs, understanding unique property management challenges, and tailoring platform demonstrations to customer business goals.

• Prioritizing urgency and transparency by maintaining accurate pipeline forecasting, logging all activity in Salesforce, and exceeding key performance indicators.

• Elevating the collective output of the department by sharing tribal knowledge, coaching peers on sales strategies, and serving as a collaborative leader on the floor.

• Thriving in a highly collaborative, cross-functional environment, partnering with Sales Development, Marketing, and Implementation teams to drive unified customer success.

Qualifications

• Proven track record of consistently meeting commitments and outperforming quota in a fast-paced, high-velocity sales environment.

• Demonstrated experience managing the full sales cycle, leveraging consultative and Challenger Sales approaches to win mid-market accounts.

• Strong business acumen with the ability to build trust by listening to customer needs and presenting compelling Net Operating Income (NOI) business cases to executive stakeholders.

• High resilience, self-motivation, and agility, prioritizing urgency and transparency across territory management and pipeline growth.

• Excellent communication, presentation, and negotiation skills, with extensive experience using Salesforce, Google Workspace, and Zoom.

• Bachelor’s degree (BA/BS) or equivalent practical experience.

Must Have

• 4+ years of successful quota-carrying B2B field or inside sales experience, preferably within the software or technology industry.

• 2+ years of direct experience executing the full sales cycle and driving net-new logo acquisition for SaaS and/or financial/accounting applications.

• Demonstrated mastery of consultative or Challenger Sales methodologies in closing mid-market commercial deals.

• Documented history of meeting and exceeding assigned sales quotas, pipeline generation targets, and KPIs.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $152,000.00 - $170,000.00 OTE. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity.

Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits - see here.

About AppFolio

AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business. For more information about AppFolio, visit appfolio.com.

Why AppFolio

Grow

We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drive the growth of our business, and ourselves.

Learn

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.

Impact

We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We do this by innovating with purpose while cultivating a culture of impact. We learn as much from each other as we do our customers and our communities.

Connect

We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. We create space to fuel innovation and collaboration, and we come together to celebrate, connect, and succeed.

Paddle as One.

Statement of Equal Opportunity

At AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. That’s why we’re a proud Equal Opportunity Employer, and we believe that our products, our teams, and our business are stronger because of it. This means that no matter what race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, ancestry, physical or mental disability, or medical condition, pregnancy, genetic information, veteran or military status, or any other characteristic protected by law, you’re always welcome at AppFolio.

We are committed to providing an inclusive and accessible candidate experience. If you need a reasonable accommodation at any point in the application or interview process for a disability, pregnancy-related condition, or religious practice, please contact us at [e-mail] or [phone]. You do not need to use any particular wording.