Growth Account Executive - SMB

AppFolio; San Diego (CA); Hybrid; USD 100,000 - 105,000; Full time

Job summary

AppFolio is seeking a Growth Account Executive for SMB to lead full-cycle sales with our existing SMB base. You will own territory plans, engage executive stakeholders, and structure multi-year, multi-product deals in a high-velocity, hybrid in-office environment.

Required are 2–3+ years in SaaS B2B sales, strong executive presence, and proficiency with Salesforce, Gong, and collaboration tools. Bachelor's degree preferred; 3 days in-office per week.

Qualifications

• 2-3+ years of B2B full-cycle sales or business development experience, preferably in SaaS.
• Complex Sales: Proven quota achievement and experience managing sales cycles.
• Executive Presence: Excellent presentation and communication skills with ability to engage C-Level executives.
• Insurance License: Obtaining a Property & Casualty Insurance license is a requirement; training available for non-license holders.
• Tools: Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.
• Education: Bachelor’s degree preferred.

Responsibilities

• Strategic Sales Excellence: use Challenger approach to tie value to business outcomes.
• Pipeline Ownership: manage and forecast a complex sales pipeline with hygiene.
• Deal Velocity & Precision: execute contracts correctly and minimize friction.
• Multi-Threaded Engagement: involve multiple stakeholders for consensus.
• Territory Mastery: design and execute strategic territory plans.

Skills

B2B full-cycle sales

Complex sales

Executive presence

SaaS experience

Education

Bachelor’s degree preferred

Tools

Salesforce

Gong

AI

Google Docs

PowerPoint

Excel

Zoom

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.

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 - SMB is a full-cycle sales professional responsible for selling a portfolio of products into AppFolio’s existing SMB customer base.

You will own and strategically manage an assigned book of business and are responsible for developing territory plans, forging relationships with executive stakeholders, and structuring multi-year, multi-product agreements. Success in this role requires the ability to act as a strategic consultant, exposing performance gaps, and driving adoption through a complex, multi-threaded sales cycle.

SMB Growth Account Executives are subject matter experts for the products they sell, and are supported internally by focused teams committed to winning and onboarding deals that are healthy and ethical. This is a high velocity sales motion, with required in-office presence three days/week

Your impact

• Strategic Sales Excellence: You do not sell on features. You utilize a Challenger-focused sales motion and effective discovery to uncover pain and performance gaps regarding the customer's business then tie that back to value to build a business case that recoups the cost of ownership.
• Pipeline Ownership: You strategically manage and accurately forecast a complex sales pipeline. You possess excellent pipeline hygiene and know when a deal has lost momentum.
• Deal Velocity & Precision: You act with urgency and are detail-oriented to reduce customer friction. This includes executing contracts correctly the first time and "quarterbacking" customer issues with Support or Billing to resolve them quickly without impacting the deal cycle.
• Multi-Threaded Engagement: You drive direct decision-maker and mobilizer involvement, building consensus across multiple stakeholder groups and ensuring you are multi-threaded with the team members most impacted by the solution.
• Territory Mastery: You design and execute strategic territory plans to identify high-potential accounts.

Qualifications

• Experience: 2-3+ years of B2B full-cycle sales or business development experience, preferably in SaaS.
• Complex Sales: Proven track record of quota achievement and experience managing sales cycles.
• Executive Presence: Excellent presentation and communication skills with a proven ability to engage C-Level executives.
• Insurance License: Obtaining a Property & Casualty Insurance license is a requirement. Existing license holders are desirable; non-license holders will be enrolled in training to take the exam within 30 days of hire.
• Tools: Strong experience with Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.
• Education: Bachelor’s degree preferred.

Must have

• Business Owner Mindset: Views their pipeline and territory as a personal business, recognizing they have all the resources needed to be successful and taking full accountability for performance.
• Growth Mindset: Embraces change and uncertainty; views challenges (such as a difficult territory) as an exciting opportunity to learn and unlock growth rather than an excuse.
• Grit & Resilience: Demonstrates emotional balance, avoiding the "highs and lows" of sales; does not become paralyzed by inaction but instead settles in to control the controllable factors.
• Urgency & Precision: Acts with urgency and high attention to detail to reduce customer friction, ensuring contracts and deal logistics are executed correctly the first time.
• Resourceful Problem-Solver: Knows how to source their own data and answers and "quarterback" issues (e.g., Support or Billing) without impacting deal velocity.
• Constructive Communicator: Leads with facts rather than emotion and knows how to broach concerns with Leadership in a way that is constructive for the business and customer.
• Say/Do Attitude: You consistently do what you say you are going to do with high reliability and accountability, ensuring that your actions always match your commitments.
• Collaborative Multiplier: Actively engages in team channels and meetings, taking initiative to fill voids (e.g., creating team resources) and multiplies the strengths of others rather than just solving for themselves.
• Challenger Mentality: Embraces Challenger Sales Methodology. Does not sell on features but uses a discovery-focused approach to uncover pain, tying it back to value and business performance.
• Customer Obsessed: Rooted in the belief that "we win when our customers win," striving to exceed expectations and build trust by listening, learning, and taking action.
• Culture Carrier: Lives "The AppFolian Way" our guiding values and commitment to how we show up every day for our teams, our customers, and each other.

Location

Find out more about our locations by visiting our site.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $100,006.40 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.

We accept applications on an ongoing basis.

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.