Growth Account Executive - Mid-Market

AppFolio, Inc; Santa Barbara (CA); On-site; USD 120,000 - 150,000; Full time

Job summary

AppFolio is hiring a Growth Account Executive - Mid-Market to drive full-cycle sales and renewals for our mid-market portfolio. You will build executive relationships, design territory plans, and structure multi-year agreements using a Challenger Sales approach to move customers forward.

The role requires 3–4+ years of B2B SaaS sales experience, strong communication with C-level leaders, and a track record of meeting quotas on complex deals.

Qualifications

• 3–4+ years of Full Sales Cycle experience in B2B environments, SaaS preferred.
• Track record of quota achievement in longer, complex sales cycles and multi-year contracts.
• Exceptional communication and presentation skills with C-Level executives.
• Active Property & Casualty Insurance license or plan to complete training within 30 days.

Responsibilities

• Drive account expansion and manage renewals for mid-market portfolio.
• Develop territory strategies and build executive relationships with customers.
• Structure multi-year agreements using Challenger Sales methodology.
• Coordinate with Success, Billing, and Leadership to move deals forward.
• Forecast accurately and maintain proactive pipeline hygiene.

Skills

Sales Experience

Complex Deal Execution

Executive Presence

Sales Technology

Education

Property & Casualty Insurance license

Tools

Salesforce

Gong

Zoom

PowerPoint

Excel

Google Workspace

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.

The Growth Account Executive - Mid-Market is a full-cycle sales professional responsible for driving account expansion and managing renewals across AppFolio’s existing mid-market customer portfolio. You will own and strategically manage an assigned book of business composed of our larger, more complex accounts while partnering cross-functionally to win and onboard healthy deals. In this role, you will develop territory strategies, forge C-level executive relationships, and structure multi-year agreements using a Challenger Sales approach to carry our customers into the future.

Your Impact

Strategic Sales Execution: Drive account expansion by using Challenger Sales methodologies during discovery to uncover business pain and present ROI-focused solutions.

Pipeline Ownership & Forecasting: Maintain accurate sales forecasting and proactive pipeline hygiene, ensuring stagnant deals are identified and re-engaged quickly.

Deal Velocity & Precision: Execute multi-year contracts with precision, quarterbacking internal processes with Support and Billing to eliminate friction in the sales cycle.

Multi-Threaded Alignment: Build consensus across C-level decision-makers and key operational mobilizers to ensure high adoption and long-term retention.

Territory Strategy: Design and execute strategic territory plans to identify high-potential accounts while actively managing renewals to drive financial lift.

Cross-Functional Collaboration: Partner with Customer Success, Billing, and Leadership to navigate complex deal logistics and maximize value for the customer.

Qualifications

Sales Experience: 3–4+ years of Full Sales Cycle experience in B2B environments, preferably within SaaS.

Complex Deal Execution: Track record of quota achievement managing longer, complex sales cycles and multi-year contract negotiations.

Executive Presence: Exceptional communication and presentation skills with demonstrated success engaging C-Level executives.

Licensure: Active Property & Casualty Insurance license, or commitment to complete training and pass the licensing exam within 30 days of hire.

Sales Technology: Experience using Salesforce, Gong, Zoom, PowerPoint, Excel, and Google Workspace.

Must Have

Business Owner Mindset: Takes full accountability for territory health, pipeline growth, and sales performance.

Grit & Resilience: Demonstrates poise during long sales cycles, focusing consistently on controllable factors to maintain momentum.

Urgency & Precision: Acts with speed and high attention to detail to ensure contracts and deal logistics are executed correctly the first time.

Challenger Mentality: Employs a discovery-focused approach to uncover operational pain and tie solutions directly to business performance.

Cross-Functional Alignment: Thriving in a highly collaborative, cross-functional environment to share best practices and elevate team performance.

Reliable Execution: Consistently meeting commitments and ensuring actions align directly with strategic goals.

Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $135,000.00 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.

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.