Growth Sales Leader, Mid‑Market (Upsell & Expansion)

Appfolio; San Diego (CA); On-site; USD 164,000 - 205,000; Full time

Job summary

AppFolio is seeking a Manager, Growth Sales - Mid-Market to lead a high-performing team of Account Executives focused on expansion across existing customers. You will drive cross-sell and upsell initiatives and optimize pipeline execution to maximize value from our platform.

You will mentor sellers, shape sales strategies, and collaborate with Sales Ops, CS, and Product to ensure scalable growth. A data-driven, executive-presenting leader with SaaS experience will thrive.

Qualifications

• 5+ years of sales experience with 2+ years in direct sales management within B2B SaaS.
• Proven track record of meeting or exceeding team quotas.
• Experience leading teams through complex full sales cycle execution in mid-market accounts.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Lead, mentor, and coach a team of Growth Account Executives to exceed revenue targets.
• Develop and execute targeted sales strategies to maximize market penetration and product adoption.
• Drive performance coaching through 1:1s, deal reviews, and live call coaching.
• Partner with Sales Operations to optimize selling processes and enablement tools.
• Collaborate with Account Management, Customer Success, and Product teams to align on growth strategies.
• Leverage Salesforce, Gong, MindTickle to analyze performance and forecast.
• Foster an inclusive, high-energy environment focused on team growth.

Skills

Sales leadership

B2B SaaS

Team coaching

Forecasting & analytics

Cross-functional collaboration

Enterprise sales

Education

Bachelor's degree

Tools

Salesforce

Gong

MindTickle

Job description

AppFolio is seeking a Manager, Growth Sales - Mid-Market to lead a high-performing team of Account Executives focused on expansion across existing customers. You will drive cross-sell and upsell initiatives and optimize pipeline execution to maximize value from our platform.

You will mentor sellers, shape sales strategies, and collaborate with Sales Ops, CS, and Product to ensure scalable growth. A data-driven, executive-presenting leader with SaaS experience will thrive.