Director, Solution Partners

Appfolio; San Diego (CA); On-site; USD 184,000 - 230,000; Full time

Job summary

AppFolio is seeking a Director, Solution Partners to lead the strategy and execution of partner-delivered services, building on the Solution Partner Program and expanding AI-native offerings that begin with bookkeeping and accounting services. You will translate opportunities into scalable delivery models, ensuring partners deliver measurable customer outcomes and a high-quality experience.

This role suits a leader who has scaled partner-delivered services and can build programs from the ground

Qualifications

• 8+ years of experience managing external partners/vendors and scaling service-delivery programs.
• Direct experience coaching and developing team members, with the judgment to lead effectively across teams of varying size.
• Direct experience managing a partner or channel program end-to-end — relationships, business reviews, escalations, and performance accountability — not just partner sourcing.
• Proven experience managing a partner-delivered service or program from an early stage, including defining scope, structure, and success metrics.
• Excellent stakeholder communication skills, including experience reporting program health and performance to senior leadership.

Responsibilities

• Lead strategy and evolution of AppFolio's Solution Partner Program to improve partner performance and customer value.
• Launch and scale AI Native Services; establish a repeatable partner-led delivery model starting with bookkeeping and accounting.
• Own service-delivery strategy for new offerings, defining scalable models balancing cost, quality and risk.
• Build and scale partner-delivery capabilities to accelerate Realm strategy and extend AI adoption support.
• Collaborate with Product and internal teams to translate AI adoption strategies into delivery-ready plans.
• Build and coach the team, overseeing internal staff and external partners.

Skills

Partner management

Channel partnerships

Strategic planning

Program leadership

Influence across teams

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 Director, Solution Partners, you will lead the strategy and execution of our partner-delivered services, building on our established Solution Partner Program while developing new offerings that expand how we support customers.

This includes launching AppFolio's AI Native Services offering, beginning with a bookkeeping and accounting pilot, and scaling partner-delivered AI adoption through our Realm Acceleration strategy.

You will play a critical role in translating these opportunities into scalable delivery models, ensuring our partners deliver measurable customer outcomes and a consistent, high-quality experience.

This role is ideal for a leader who has successfully scaled partner-delivered services, can build new programs from the ground up, and knows how to balance strategic thinking with hands-on execution.

Your Impact

• Lead the strategy and continued evolution of AppFolio's Solution Partner Program, strengthening partner performance, accountability, and the value delivered to customers.
• Launch and scale AppFolio's AI Native Services offering — a new managed-services model that delivers real operational outcomes for customers, establishing a repeatable partner-led delivery model that drives measurable customer outcomes, beginning with bookkeeping and accounting services.
• Own the service-delivery strategy for new offerings, defining and executing a scalable model for new offerings, balancing cost, quality, and risk.
• Build and scale the partner-delivery capabilities to accelerate AppFolio's Realm strategy, extending AI adoption support to customers our internal teams can't reach directly.
• Partner closely with Product and internal teams to translate an evolving AI-adoption strategies into something delivery partners can execute reliably, feeding field results back to sharpen that methodology.
• Build, coach, and grow the team supporting this work — combining direct management of internal team members with active oversight and development of the external partners delivering on AppFolio's behalf.

Qualifications

• Extensive experience managing partner, vendor, or channel relationships at scale, including sourcing, contracting, and performance management of external delivery organizations.
• Track record of building a new service or program from an early, undefined stage, including defining success criteria and operating models before they exist.
• Comfort evaluating outside vendor and partner proposals critically — assessing economics, differentiation, and execution risk rather than taking a pitch at face value.
• Experience translating a methodology or playbook owned by another team into something a third party can execute reliably, shaping that methodology through evidence rather than direct ownership.
• Demonstrated ability to lead through influence across teams, and genuine comfort operating in ambiguity, where program structure and deliverables are still being defined.
• Familiarity with SaaS or vertical-platform enablement motions and professional-services/partner ecosystems is a plus, along with exposure to back-office or operational services (e.g., bookkeeping, technical integration, fund administration).

Must Have

• 8+ years of experience managing external partners/vendors and scaling service-delivery programs.
• Direct experience coaching and developing team members, with the judgment to lead effectively across teams of varying size.
• Direct experience managing a partner or channel program end-to-end — relationships, business reviews, escalations, and performance accountability — not just partner sourcing.
• Proven experience managing a partner-delivered service or program from an early stage, including defining scope, structure, and success metrics.
• Excellent stakeholder communication skills, including experience reporting program health and performance to senior leadership.

Compensation & Benefits

The base salary that we reasonably expect to pay for this role is: $184,000 - $230,000 (base pay). The actual base salary/hourly wage for this role will be determined by a variety of factors, including but not limited to: the candidate’s skills, education, experience, etc.

Please note that base pay is one important aspect of a compelling Total Rewards package. The base pay range indicated here does not include any additional benefits or bonuses/commissions that 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.

Learn more at appfolio.com/company/careers

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.

Compensation Range: $184K - $230K