DescriptionAs the Manager, Growth Sales - SMB, you will inspire, coach, and lead a high-performing team of account executives focused on expanding revenue within our existing customer base. You will drive sales strategy, pipeline generation, and team development to maximize cross-sell and upsell adoption across our value-added product suite. In this role, you will play a pivotal part in powering customer growth and shaping the future of AppFolio's SMB sales motion.
Your Impact
- Lead, mentor, and coach a team of Growth Account Executives to deliver at or above budgeted company goals on a monthly, quarterly, and annual basis.
- Develop and execute data-driven sales strategies to maximize revenue and market penetration within our SMB Install Book of Business.
- Conduct regular 1:1s, performance reviews, and call/deal coaching using GONG and MindTickle to sharpen seller skills, pipeline management, and deal closing.
- Own overall team pipeline health, establishing robust pipeline generation plans and providing sales leadership with highly accurate forecasts.
- Partner cross-functionally with Customer Success, Product, Marketing, and Account Management to align on customer growth strategies and lead generation.
- Prescribe proactive solutions to business challenges, maintaining predictable pipeline performance and upholding high team e-NPS.
- Streamline team operations, managing SFDC approvals, administrative duties, and compliance requests in a timely manner.
Qualifications
- Proven capability in driving team outcomes through accountability, proactive planning, and a selfless, growth-oriented leadership style.
- Demonstrated success in building and scaling upsell, cross-sell, or expansion sales motions within a B2B SaaS environment.
- Exceptional ability to educate, mentor, and establish professional development plans that accelerate direct reports' career trajectory and retention.
- Strong analytical and diagnostic acumen to evaluate sales metrics, pipeline health, and seller performance.
- Thriving in a highly collaborative, cross-functional environment to align cross-departmental stakeholders on team needs.
- Articulate communicator capable of presenting data-backed business impacts and enablement needs to executive leadership.
Must Have
- 3+ years of direct B2B SaaS sales experience, with 2+ years managing a sales team.
- Proven track record of achieving 100% budget and quota attainment consistently on a monthly, quarterly, and annual basis.
- Deep experience in managing full sales cycles, expansion pipeline forecasting, and sales methodology implementation.
- Hands-on proficiency with Salesforce CRM, GONG, MindTickle, or similar sales enablement and intelligence tools.
- Bachelor's degree or equivalent professional experience.
Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $170,000.00 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. 
