Strategic SMB Growth Account Executive

AppFolio; Santa Barbara (CA); Hybrid; USD 85,000 - 115,000; Full time

Job summary

AppFolio is seeking a Growth Account Executive for SMB to manage full-cycle sales with existing SMB clients. You will craft territory plans, build executive relationships, and structure multi-year, multi-product agreements.

This high-velocity role requires in-office presence three days per week, strong pipeline discipline, and a focus on value-driven selling to improve customer outcomes.

Qualifications

• 2–3+ years of B2B full-cycle SaaS sales experience.
• Proven quota achievement in sales cycles.
• Excellent presentation and communication skills with C-Level executives.
• Insurance license: Property & Casualty or willingness to obtain within 30 days of hire.
• Strong experience with Salesforce, Gong, AI tools, Google Docs, PowerPoint, Excel, and Zoom.
• Bachelor’s degree preferred.

Responsibilities

• Strategic Sales Excellence: use Challenger-based discovery to articulate business value.
• Pipeline Ownership: forecast a complex sales pipeline with strong hygiene.
• Deal Velocity & Precision: move deals efficiently, coordinate with Support/Billing.
• Multi-Threaded Engagement: involve executive stakeholders across teams.
• Territory Mastery: design and execute strategic territory plans to identify high-potential accounts.

Skills

B2B sales

Quota achievement

Executive presence

Challenger sales

Communication

Problem solving

Education

Bachelor’s degree

Tools

Salesforce

Gong

AI tools

Google Docs

PowerPoint

Excel

Zoom

Job description

AppFolio is seeking a Growth Account Executive for SMB to manage full-cycle sales with existing SMB clients. You will craft territory plans, build executive relationships, and structure multi-year, multi-product agreements.

This high-velocity role requires in-office presence three days per week, strong pipeline discipline, and a focus on value-driven selling to improve customer outcomes.