Growth Account Executive - Mid-Market

Summary

AppFolio is a technology leader powering the future of the real estate industry through innovative software and customer partnerships. The Growth Account Executive - Mid-Market is responsible for expanding accounts and managing renewals across an existing mid-market customer portfolio. The role develops territory strategies, builds executive relationships, manages complex multi-year deals, and collaborates cross-functionally to drive adoption and retention.

Responsibilities

• Strategic Sales Execution: Drive account expansion by using Challenger Sales methodologies during discovery to uncover business pain and present ROI-focused solutions
• Pipeline Ownership & Forecasting: Maintain accurate sales forecasting and proactive pipeline hygiene, ensuring stagnant deals are identified and re-engaged quickly
• Deal Velocity & Precision: Execute multi-year contracts with precision, quarterbacking internal processes with Support and Billing to eliminate friction in the sales cycle
• Multi-Threaded Alignment: Build consensus across C-level decision-makers and key operational mobilizers to ensure high adoption and long-term retention
• Territory Strategy: Design and execute strategic territory plans to identify high-potential accounts while actively managing renewals to drive financial lift
• Cross-Functional Collaboration: Partner with Customer Success, Billing, and Leadership to navigate complex deal logistics and maximize value for the customer

Skills

• * Sales Experience: 3–4+ years of Full Sales Cycle experience in B2B environments, preferably within SaaS
• * Complex Deal Execution: Track record of quota achievement managing longer, complex sales cycles and multi-year contract negotiations
• * Executive Presence: Exceptional communication and presentation skills with demonstrated success engaging C-Level executives
• * Licensure: Active Property & Casualty Insurance license, or commitment to complete training and pass the licensing exam within 30 days of hire
• * Sales Technology: Experience using Salesforce, Gong, Zoom, PowerPoint, Excel, and Google Workspace
• * Business Owner Mindset: Takes full accountability for territory health, pipeline growth, and sales performance
• * Grit & Resilience: Demonstrates poise during long sales cycles, focusing consistently on controllable factors to maintain momentum
• * Urgency & Precision: Acts with speed and high attention to detail to ensure contracts and deal logistics are executed correctly the first time
• * Challenger Mentality: Employs a discovery-focused approach to uncover operational pain and tie solutions directly to business performance
• * Cross-Functional Alignment: Thriving in a highly collaborative, cross-functional environment to share best practices and elevate team performance
• * Reliable Execution: Consistently meeting commitments and ensuring actions align directly with strategic goals
• * Education: Bachelor's degree preferred

Qualifications

Must Haves

• * Sales Experience: 3–4+ years of Full Sales Cycle experience in B2B environments, preferably within SaaS
• * Complex Deal Execution: Track record of quota achievement managing longer, complex sales cycles and multi-year contract negotiations
• * Executive Presence: Exceptional communication and presentation skills with demonstrated success engaging C-Level executives
• * Licensure: Active Property & Casualty Insurance license, or commitment to complete training and pass the licensing exam within 30 days of hire
• * Sales Technology: Experience using Salesforce, Gong, Zoom, PowerPoint, Excel, and Google Workspace
• * Business Owner Mindset: Takes full accountability for territory health, pipeline growth, and sales performance
• * Grit & Resilience: Demonstrates poise during long sales cycles, focusing consistently on controllable factors to maintain momentum
• * Urgency & Precision: Acts with speed and high attention to detail to ensure contracts and deal logistics are executed correctly the first time
• * Challenger Mentality: Employs a discovery-focused approach to uncover operational pain and tie solutions directly to business performance
• * Cross-Functional Alignment: Thriving in a highly collaborative, cross-functional environment to share best practices and elevate team performance
• * Reliable Execution: Consistently meeting commitments and ensuring actions align directly with strategic goals

Nice to Haves

• * Education: Bachelor's degree preferred

Benefits

• Opportunities for growth and compelling total rewards.
• Coaching and mentorship with best-in-class leaders.
• Time and tools to develop your skills.
• Hybrid work with a flexible, personal, and connected environment.
• You may be eligible for discretionary bonuses based on your role and/or employment type.