Mid-Market Growth Sales Leader

AppFolio; Goleta (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 driving renewals and expansion across existing customers. You will craft cross-sell strategies, coach sellers, and optimize the sales pipeline to maximize value from the platform.

You will work cross-functionally with Product, CS, and AM teams, leveraging Salesforce and data to forecast, report, and improve performance. This role is based in Goleta, CA and requires leadership in a fast-growing SaaS

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 Salesforce, Gong, and MindTickle.
• Strong strategic thinking and problem-solving skills with a track record of consistently meeting commitments.

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 coaching through 1:1s, deal reviews, and live call coaching to enhance seller competency and pipeline health.
• Partner with Sales Operations to optimize selling processes and enablement tools.
• Collaborate with Account Management, Customer Success, and Product teams on growth strategies.
• Use Salesforce, Gong, and MindTickle to analyze metrics and forecast revenue.

Skills

Leadership

B2B SaaS

Sales management

Executive communication

Data-driven sales

Forecasting

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Gong

MindTickle

Job description

AppFolio is seeking a Manager, Growth Sales - Mid-Market to lead a high-performing team driving renewals and expansion across existing customers. You will craft cross-sell strategies, coach sellers, and optimize the sales pipeline to maximize value from the platform.

You will work cross-functionally with Product, CS, and AM teams, leveraging Salesforce and data to forecast, report, and improve performance. This role is based in Goleta, CA and requires leadership in a fast-growing SaaS