SMB Growth Account Executive — Strategic SaaS Seller

AppFolio Inc; Goleta (CA); Hybrid; USD 100,000 - 120,000; Full time

Job summary

AppFolio Inc is seeking a Growth Account Executive for SMB to own a full-cycle, multi-product sales motion within our existing SMB base. You will craft territory plans, engage executive stakeholders, and structure multi-year agreements.

This role requires a Challenger-style selling approach, strong pipeline governance, and cross-functional collaboration with Support and Billing to move deals quickly. In-office presence is required three days per week as part of our hybrid model in Goleta, CA.

Qualifications

• 2-3+ years of B2B full-cycle SaaS sales
• Proven quota achievement in complex sales cycles
• Excellent presentation and engagement with C-Level executives
• Obtaining a Property & Casualty Insurance license is required or training will be provided
• Experience with Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom
• Bachelor’s degree preferred

Responsibilities

• Strategic Sales Excellence: use Challenger approach to uncover pain and link it to value
• Pipeline Ownership: manage forecast and maintain pipeline hygiene
• Deal Velocity: coordinate with Support/Billing to close contracts efficiently
• Multi-Threaded Engagement: involve stakeholders across teams
• Territory Mastery: design and execute plans to identify high-potential accounts

Skills

Executive presence

Complex sales

Quota achievement

Forecasting

Education

Bachelor’s degree preferred

Tools

Salesforce

Gong

AI

Google Docs

PowerPoint

Excel

Zoom

Job description

AppFolio Inc is seeking a Growth Account Executive for SMB to own a full-cycle, multi-product sales motion within our existing SMB base. You will craft territory plans, engage executive stakeholders, and structure multi-year agreements.

This role requires a Challenger-style selling approach, strong pipeline governance, and cross-functional collaboration with Support and Billing to move deals quickly. In-office presence is required three days per week as part of our hybrid model in Goleta, CA.