Enterprise Account Executive

Appfolio; Washington (District of Columbia); On-site; USD 244,000 - 305,000; Full time

Job summary

AppFolio is seeking an Enterprise Account Executive to develop and execute an enterprise territory strategy, drive new business, and expand footprint within key accounts. You will disrupt with consultative selling, build strong executive relationships, and manage a strategic pipeline to meet and exceed sales quotas.

Ideal candidates have a growth mindset and a proven track record in SaaS or technology sales, with willingness to travel up to 50% and to operate within East and South territories.

Qualifications

• 5+ years of enterprise sales experience in SaaS/tech, high-growth environment.
• Experience developing territory strategies and acquiring new business in complex sales cycles.
• Strong negotiation, communication, and presentation skills with senior execs.
• Growth mindset and entrepreneurial spirit with a drive to exceed targets.
• Willingness to travel up to 50% of the time.

Responsibilities

• Territory Development: own go-to-market strategy and pipeline for assigned territory.
• New Business Sales: manage end-to-end sales from prospecting to closing for enterprise accounts.
• Strategic Consultative Selling: tailor value propositions to prospects and build credibility with decision-makers.
• Growth Mindset & Disruption: challenge traditional approaches and position solutions as transformative.
• Pipeline Management: maintain CRM-driven forecast and activity records.
• Market Insights: track industry trends to inform product positioning.

Skills

Enterprise sales

SaaS sales

Territory development

New business acquisition

Consultative selling

Negotiation & presentation

Tools

CRM (Salesforce)

Job description

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 Enterprise Account Executive, you will be responsible for developing and executing an enterprise territory strategy to drive new business within key accounts. You are a proven disrupter, comfortable challenging the status quo to solve critical problems for clients and elevate their operations through our technology. This role is suited for a passionate and driven individual with a growth mindset, who thrives on winning new business, building strong relationships, and delivering transformative solutions. Your focus will be on strategically acquiring new enterprise clients and expanding our footprint in the market.

Ready to Disrupt?

Your impact

• Territory Development: Own and build a go-to-market strategy for your assigned territory. Proactively identify and target high-value enterprise clients, developing a strategic pipeline to achieve and exceed sales quotas.


• New Business Sales: Drive end-to-end new business sales, from prospecting to closing, focusing on high-value enterprise accounts. Position the product as a must-have solution for prospective customers by understanding their unique challenges.


• Strategic Consultative Selling: Develop a deep understanding of each prospect’s needs and create tailored value propositions. Leverage consultative selling techniques to establish credibility, trust, and long-lasting relationships with decision-makers.


• Growth Mindset & Disruption: Approach each opportunity with a disruptive mindset, offering fresh perspectives that challenge traditional approaches and positioning our solution as a transformative asset for customers.


• Pipeline Management: Manage and prioritize a sales pipeline in the CRM, maintaining accurate forecasting and detailed records of sales activities.


• Market Insights: Continuously stay informed about industry trends, competitive landscape, and customer needs to provide input on product improvements and market positioning.

Qualifications

• 5+ years of enterprise sales experience, with a proven track record in SaaS or technology sales, particularly within a high-growth environment.


• Demonstrated success in territory development and new business acquisition, preferably with experience in complex sales cycles and consultative selling.


• Strong negotiation, communication, and presentation skills, with the ability to articulate value in a compelling way to senior executives.


• Growth mindset and entrepreneurial spirit, with a passion for challenging the norm and seeking innovative solutions.


• Ability to thrive in a dynamic and fast-paced environment, with a self-starter mentality and a strong drive to exceed targets.


• Ability to travel up to 50% of the time.


• Territory coverage: East, South

Location

Find out more about our locations by visiting our site.

All late-stage candidates complete an in-person meeting with an AppFolian as part of our hiring process.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $244,000.00 - $305,000 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.

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 identification, national origin, age, marital status, ancestry, physical or mental disability, or veteran status, you’re always welcome at AppFolio.