Manager, Growth Sales - Mid-Market

AppFolio; San Diego (CA); Hybrid; USD 164,000 - 205,000; Full time

Job summary

AppFolio in San Diego, CA is seeking the Manager, Growth Sales - Mid-Market to lead and empower a high-performing team of Account Executives focused on expanding revenue across existing customers.

You will drive cross-sell initiatives, optimize pipeline execution, and partner with Sales Operations to improve processes while leveraging Salesforce, Gong, and MindTickle to track performance and forecasts.

Qualifications

• 5+ years of overall sales experience with 2+ years in direct sales management.
• Proven track record of meeting or exceeding team quotas.
• Experience leading mid-market B2B SaaS sales teams.

Responsibilities

• Lead and coach a team of Growth Account Executives to exceed revenue targets.
• Develop targeted sales strategies to drive market penetration and product adoption.
• Drive coaching, deal reviews, and forecast accuracy.
• Partner with Sales Operations to optimize selling processes.
• Collaborate with cross-functional teams to align growth strategies.
• Analyze performance using Salesforce, Gong, and MindTickle.

Skills

Team leadership

Sales coaching

Sales strategy

Forecasting

Executive presence

Data-driven sales

Education

Bachelor's degree or equivalent professional experience

Tools

Salesforce

Gong

MindTickle

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.

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 Manager, Growth Sales - Mid-Market will lead and empower a high-performing team of Account Executives dedicated to driving revenue expansion and renewals across our existing customer base. In this role, you will drive strategic cross-sell and upsell initiatives, foster seller development, and optimize pipeline execution to help our customers unlock maximum value from our platform.

Your Impact

• 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.

Qualifications

• Proven ability to lead, develop, and inspire high-performing sales teams in a high-growth environment.
• Deep understanding of B2B SaaS revenue models, account expansion strategies, and sales enablement methodologies.
• Demonstrated experience managing sellers focused on upsell, cross-sell, and recurring revenue growth.
• Exceptional communication, interpersonal, and presentation skills with a strong executive presence.
• Expertise in data-driven sales management using tools like Salesforce, Gong, and MindTickle.
• Strong strategic thinking and problem-solving skills with a track record of consistently meeting commitments.

Must Have

• 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.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $164,000.00 - 205,000.00 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.