DescriptionThe Growth Account Executive - Mid-Market is a full-cycle sales professional responsible for driving account expansion and managing renewals across AppFolio's existing mid-market customer portfolio. You will own and strategically manage an assigned book of business composed of our larger, more complex accounts while partnering cross-functionally to win and onboard healthy deals. In this role, you will develop territory strategies, forge C-level executive relationships, and structure multi-year agreements using a Challenger Sales approach to carry our customers into the future.
Your Impact
- 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.
Qualifications
- 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.
- Education: Bachelor's degree preferred.
Must Have
- 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.
Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $135,000.00 OTE. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate's skills, education, experience, and internal equity.
Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.
Regular full-time employees are eligible for benefits - see here.
We accept applications on an ongoing basis.
