Strategic SMB Growth Executive (SaaS)

AppFolio Inc; Richardson (TX); Hybrid; USD 90,000 - 110,000; Full time

Job summary

AppFolio is seeking an SMB Growth Account Executive to drive full-cycle sales for our SMB portfolio. You will own a book of business, develop territory plans, forge relationships with executive stakeholders, and structure multi-year, multi-product agreements.

In this high-velocity role you act as a strategic consultant, uncover pain points, and accelerate adoption through a Challenger-focused, multi-threaded sales process with cross-functional support teams.

Qualifications

• 2–3+ years of B2B full-cycle sales or business development experience, preferably in SaaS.
• Proven track record of quota achievement and managing sales cycles.
• Excellent presentation and communication skills with a proven ability to engage C‑Level executives.
• Obtaining a Property & Casualty Insurance license is a requirement; licensing training will be provided if needed.
• Strong experience with Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.
• Bachelor’s degree preferred.

Responsibilities

• Strategic Sales Excellence: Use Challenger-focused sales motion to uncover pain and build a business case.
• Pipeline Ownership: Manage and forecast a complex sales pipeline with good hygiene.
• Deal Velocity & Precision: Ensure contracts are executed correctly and coordinate with Support or Billing.
• Multi-Threaded Engagement: Involve decision-makers across stakeholder groups to gain consensus.
• Territory Mastery: Design and execute territory plans to identify high-potential accounts.

Skills

B2B sales

Full-cycle sales

Executive presence

Insurance license

Sales strategy

Challenger sales

Education

Bachelor’s degree

Tools

Salesforce

Gong

AI

Google Docs

PowerPoint

Excel

Zoom

Job description

AppFolio is seeking an SMB Growth Account Executive to drive full-cycle sales for our SMB portfolio. You will own a book of business, develop territory plans, forge relationships with executive stakeholders, and structure multi-year, multi-product agreements.

In this high-velocity role you act as a strategic consultant, uncover pain points, and accelerate adoption through a Challenger-focused, multi-threaded sales process with cross-functional support teams.