Strategic SMB Growth Account Executive

AppFolio; San Diego (CA); Hybrid; USD 100,000 - 105,000; Full time

Job summary

AppFolio is seeking a Growth Account Executive for SMB to lead full-cycle sales with our existing SMB base. You will own territory plans, engage executive stakeholders, and structure multi-year, multi-product deals in a high-velocity, hybrid in-office environment.

Required are 2–3+ years in SaaS B2B sales, strong executive presence, and proficiency with Salesforce, Gong, and collaboration tools. Bachelor's degree preferred; 3 days in-office per week.

Qualifications

• 2-3+ years of B2B full-cycle sales or business development experience, preferably in SaaS.
• Complex Sales: Proven quota achievement and experience managing sales cycles.
• Executive Presence: Excellent presentation and communication skills with ability to engage C-Level executives.
• Insurance License: Obtaining a Property & Casualty Insurance license is a requirement; training available for non-license holders.
• Tools: Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.
• Education: Bachelor’s degree preferred.

Responsibilities

• Strategic Sales Excellence: use Challenger approach to tie value to business outcomes.
• Pipeline Ownership: manage and forecast a complex sales pipeline with hygiene.
• Deal Velocity & Precision: execute contracts correctly and minimize friction.
• Multi-Threaded Engagement: involve multiple stakeholders for consensus.
• Territory Mastery: design and execute strategic territory plans.

Skills

B2B full-cycle sales

Complex sales

Executive presence

SaaS experience

Education

Bachelor’s degree preferred

Tools

Salesforce

Gong

AI

Google Docs

PowerPoint

Excel

Zoom

Job description

AppFolio is seeking a Growth Account Executive for SMB to lead full-cycle sales with our existing SMB base. You will own territory plans, engage executive stakeholders, and structure multi-year, multi-product deals in a high-velocity, hybrid in-office environment.

Required are 2–3+ years in SaaS B2B sales, strong executive presence, and proficiency with Salesforce, Gong, and collaboration tools. Bachelor's degree preferred; 3 days in-office per week.