Manager, Growth Sales - SMB

AppFolio; Dallas (TX); Hybrid; USD 145,000 - 195,000; Full time

Job summary

AppFolio, based in Dallas, seeks a Manager, Growth Sales - SMB to inspire and coach a high-performing team of account executives focused on expanding revenue within the existing customer base. You will drive sales strategy, pipeline generation, and cross-sell/up-sell initiatives across our product suite.

You will collaborate with Customer Success, Product, Marketing, and Account Management to align growth strategies, maintain a healthy pipeline, and coach using GONG and MindTickle.

Qualifications

• 3+ years of direct B2B SaaS sales experience.
• 2+ years leading a sales team.
• Experience with full sales cycles and expansion forecasting.
• Proficiency with Salesforce or similar CRM.

Responsibilities

• Lead, mentor, and coach a team of Growth Account Executives to deliver at or above budgeted company goals on a monthly, quarterly, and annual basis.
• Develop and execute data-driven sales strategies to maximize revenue and market penetration within our SMB Install Book of Business.
• Conduct regular 1:1s, performance reviews, and call/deal coaching using GONG and MindTickle to sharpen seller skills, pipeline management, and deal closing.
• Own overall team pipeline health, establishing robust pipeline generation plans and providing sales leadership with highly accurate forecasts.
• Partner cross-functionally with Customer Success, Product, Marketing, and Account Management to align on customer growth strategies and lead generation.
• Prescribe proactive solutions to business challenges, maintaining predictable pipeline performance and upholding high team e-NPS.
• Streamline team operations, managing SFDC approvals, administrative duties, and compliance requests in a timely manner.

Skills

B2B SaaS sales

Sales leadership

Forecasting

Cross-functional collaboration

Education

Bachelor's degree

Tools

Salesforce CRM

GONG

MindTickle

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.

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.

Manager, Growth Sales - SMB

As the Manager, Growth Sales - SMB, you will inspire, coach, and lead a high-performing team of account executives focused on expanding revenue within our existing customer base. You will drive sales strategy, pipeline generation, and team development to maximize cross-sell and upsell adoption across our value-added product suite. In this role, you will play a pivotal part in powering customer growth and shaping the future of AppFolio’s SMB sales motion.

Your Impact

• Lead, mentor, and coach a team of Growth Account Executives to deliver at or above budgeted company goals on a monthly, quarterly, and annual basis.
• Develop and execute data-driven sales strategies to maximize revenue and market penetration within our SMB Install Book of Business.
• Conduct regular 1:1s, performance reviews, and call/deal coaching using GONG and MindTickle to sharpen seller skills, pipeline management, and deal closing.
• Own overall team pipeline health, establishing robust pipeline generation plans and providing sales leadership with highly accurate forecasts.
• Partner cross-functionally with Customer Success, Product, Marketing, and Account Management to align on customer growth strategies and lead generation.
• Prescribe proactive solutions to business challenges, maintaining predictable pipeline performance and upholding high team e-NPS.
• Streamline team operations, managing SFDC approvals, administrative duties, and compliance requests in a timely manner.

Qualifications

• Proven capability in driving team outcomes through accountability, proactive planning, and a selfless, growth-oriented leadership style.
• Demonstrated success in building and scaling upsell, cross-sell, or expansion sales motions within a B2B SaaS environment.
• Exceptional ability to educate, mentor, and establish professional development plans that accelerate direct reports' career trajectory and retention.
• Strong analytical and diagnostic acumen to evaluate sales metrics, pipeline health, and seller performance.
• Thriving in a highly collaborative, cross-functional environment to align cross-departmental stakeholders on team needs.
• Articulate communicator capable of presenting data-backed business impacts and enablement needs to executive leadership.

Must Have

• 3+ years of direct B2B SaaS sales experience, with 2+ years managing a sales team.
• Proven track record of achieving 100% budget and quota attainment consistently on a monthly, quarterly, and annual basis.
• Deep experience in managing full sales cycles, expansion pipeline forecasting, and sales methodology implementation.
• Hands‑on proficiency with Salesforce CRM, GONG, MindTickle, or similar sales enablement and intelligence tools.
• Bachelor's degree or equivalent professional experience.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $170,000.00 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.

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.