Growth Sales Lead, Mid‑Market Accounts

AppFolio Inc; Dallas (TX); Hybrid; USD 164,000 - 205,000; Full time

Job summary

AppFolio is a technology leader transforming the real estate industry. We seek a Manager, Growth Sales - Mid-Market to lead a high-performing Growth Account Executive team aimed at expanding revenue with existing customers.

You will drive cross-sell and upsell strategies, coach sellers, and partner with Sales Ops to streamline processes, aligning cross-functional teams for maximum value delivery.

Qualifications

• 5+ years of overall sales experience, with at least 2+ years in direct sales management within B2B SaaS.
• Demonstrated track record of consistently meeting or exceeding team sales quotas.
• Proven experience leading teams through complex full sales cycle execution and mid-market account growth.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Lead, mentor, and coach a team of Growth Account Executives to exceed monthly, quarterly, and annual revenue expansion targets.
• Develop and execute targeted sales strategies to maximize market penetration and product adoption across our Install Book of Business.
• Drive performance coaching through 1:1s, deal reviews, and live call coaching to enhance seller competency, pipeline health, and forecasting accuracy.
• Partner with Sales Operations to optimize selling processes, refine enablement tools, and improve operational efficiency across the full sales cycle.
• Thrive in a highly collaborative, cross-functional environment with Account Management, Customer Success, and Product teams to align on customer growth strategies.
• Leverage Salesforce, Gong, and MindTickle to analyze sales performance metrics, report on key performance indicators, and maintain accurate revenue forecasts.
• Foster an inclusive, high-energy environment dedicated to elevating the collective output of the department.

Skills

Sales leadership

B2B SaaS revenue models

Upsell and cross-sell

Executive communication

Data-driven sales management

Education

Bachelor's degree or equivalent

Tools

Salesforce

Gong

MindTickle

Job description

AppFolio is a technology leader transforming the real estate industry. We seek a Manager, Growth Sales - Mid-Market to lead a high-performing Growth Account Executive team aimed at expanding revenue with existing customers.

You will drive cross-sell and upsell strategies, coach sellers, and partner with Sales Ops to streamline processes, aligning cross-functional teams for maximum value delivery.