About the Role:We're seeking an Enterprise Account Executive to own and grow a portfolio of established Yardi clients throughout the greater Los Angeles market. This is a premier customer list, and the person must be a strategic long-term oriented salesperson with a proven track record managing C-suite relationships and establishing and shepherding complex sales. The idea candidate is relationship-driven while focused on helping sophisticated real estate organizations earn more value from their existing Yardi investment while identifying opportunities to expand their use of our platform.
You will work across multiple levels of the client organization, from day-to-day business and technology leaders to senior executives, developing a deep understanding of each client's operations, priorities, challenges, and long-term strategy. You will serve as their trusted relationship partner, connecting their needs with relevant Yardi solutions and coordinating the right internal resources to move opportunities forward.
Success in this role requires more than traditional software selling. You will need to understand complex real estate businesses, Yardi's commercial real estate platform as well as competition, build credibility with senior stakeholders, navigate large organizations, and develop a thoughtful growth strategy for each account. You should be equally comfortable sitting across the table from a client executive, conducting discovery with an operational team, coordinating a product demonstration, and negotiating complex enterprise agreements while maintaining trust and partnership throughout. You are expected to be fluent with AI: both internally from a process efficiency standpoint and also externally to position our AI tools to customers.
This is a client-facing role for someone who enjoys being in the market, building lasting relationships, and growing strategic accounts over time.
What You'll Do:- Own and grow a portfolio of existing enterprise Yardi clients across the Los Angeles market, developing account strategies that drive long-term relationships and revenue growth.
- Build strong relationships across client organizations, including executives, business leaders, finance and accounting teams, operations, IT, and other key stakeholders.
- Communicate clearly and promptly with all levels of a complex customer organization.
- Develop a deep understanding of each client's business model, portfolio, technology environment, strategic priorities, and evolving needs.
- Identify opportunities to expand clients' use of the Yardi platform through thoughtful discovery and solution positioning.
- Lead complex sales opportunities from discovery and qualification through solution design, demonstrations, pricing, negotiation, and contracting.
- Coordinate effectively across Yardi's sales, consulting, support, product, and leadership teams to deliver cohesive client experience.
- Conduct regular client meetings, onsite visits (travel up to 50%), strategic account discussions, and executive-level presentations.
- Maintain a clear account plan and pipeline for each assigned client, including current opportunities, relationship coverage, business priorities, risks, and future growth opportunities.
- Stay current on Yardi's expanding product portfolio as well as trends affecting sophisticated real estate owners, operators, and investors.
- Represent Yardi at industry events, client conferences, executive meetings, and other market-facing activities.
- Accurately manage pipeline, forecasting, opportunity progression, and account activity within Yardi's CRM environment.
Who You Are:- Trustworthy, articulate, personable, and excellent at making things happen.
- 7+ years of successful enterprise software, technology, or real estate sales experience, ideally working with complex existing accounts.
- Demonstrated ability to expand and grow established customer relationships, not simply close transactional opportunities.
- Strong understanding of consultative selling, including discovery, qualification, solution positioning, demonstrations, proposal development, negotiation, and closing.
- Comfortable engaging with stakeholders ranging from operational users to C-suite and senior executive decision-makers.
- Able to understand complex organizations and connect business challenges to technology solutions.
- Naturally curious about how clients operate and willing to develop meaningful knowledge of their business rather than relying on a standardized sales pitch.
- Strong executive presence and communication skills, with the ability to lead effective client meetings and presentations.
- Organized and disciplined in managing multiple enterprise accounts and concurrent opportunities.
- Collaborative and comfortable bringing together internal resources to solve client problems and advance opportunities.
- Self-directed, accountable, and comfortable operating in a role where success depends heavily on relationship development, judgment, and consistent client engagement.
- Willing and able to travel regularly throughout the Los Angeles market and to other client locations as needed.
- Ideal to Have:
- Experience selling enterprise technology within commercial real estate, property management, investment management, or related industries.
- Experience managing complex, multi-solution software deals involving AI-driven technologies, with the ability to navigate multiple stakeholders and moving pieces throughout the sales cycle.
- Experience working directly with large real estate owners, operators, investment managers, or other institutional real estate organizations.
- Familiarity with ERP, accounting, property management, asset management, or other enterprise real estate technology.
- Working knowledge of real estate accounting and operational processes.
- Previous Yardi experience or familiarity with the Yardi product ecosystem.
- Experience managing and expanding a defined portfolio of strategic or enterprise accounts.
Annual Salary Range: $90,000 - $100,000
This position requires driving as an essential function of the role. Candidates must possess and maintain a valid driver's license and meet applicable company driving requirements.
All submissions for open positions should be received through Yardi's applicant portal, accessed from Yardi's corporate website.
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