Growth Account Executive, Mid-Market - AppFolio, Inc

San Diego, CA

About the Job

Hi, We’re AppFolio

We’re innovators, changemakers, and collaborators. We’re more than just a software company – we’re pioneers in cloud and AI who deliver magical experiences that make our customers’ lives easier. We’re revolutionizing how people do business in the real estate industry, and we want your ideas, enthusiasm, and passion to help us keep innovating.

What we're looking for

Our Growth Account Executives, Mid Market are a team of full cycle sales people, selling a portfolio of products into AppFolio’s existing customer base of property management clients. The Growth Account Executive will work on an assigned book of business to build a sales pipeline, deepen customer relationships, conduct customer needs analysis, provide product demonstrations and win more business.

Success in this role is the ability to have holistic conversations with AppFolio customers, driving adoption of the right product mix for them based on their needs.

Growth Account Executives are subject matter experts for the products they sell, and are supported internally by focused teams committed to winning and onboarding deals that are healthy and ethical.

The Growth Account Executive role involves inbound lead qualification and engagement as well as targeted prospecting to maintain an active sales pipeline. Growth Account Executives are held to weekly and monthly key performance indicators as well as a quota.

Growth Account Executives carry Property & Casualty insurance licenses. Existing license holders are desirable, but licensure can be obtained as a part of onboarding for the right candidate at the company's expense.

Your impact

Conduct sales presentations to demonstrate the value of various point solutions available to AppFolio customers
Manage a sales pipeline to ensure deal volume and progress aligns with individual and company goals
Maintain current product knowledge and stay apprised of enhancements over time
Execute on targeted prospecting campaigns to ensure high profile accounts have a recurring opportunity to learn about products available to them
Work with your manager and the Team Lead, Mid-Market Growth to master the Selling Through Curiosity and Sandler sales methodologies
Maintain accountability related to KPIs

Qualifications

Obtaining a Property & Casualty Insurance license is a requirement of this role. Existing license holders are desirable; non-license holders will be enrolled in appropriate training programs to take the exam within 30-days of hire.

Must Haves

4+ years of B2B full cycle sales or business development experience preferably in SaaS
Experience providing product software demonstrations in B2B environment
Experience with sales prospecting and managing a high volume sales funnel
Excellent presentation, communication, time management and listening skills with proven ability to influence an audience
Track record of high quota attainment
Ability to learn in a fast-paced environment
Ability to diagnose prospect needs and build relationships through a consultative approach
An open mindset towards coaching and process change
Ability to uphold high ethical standards, putting AppFolio and clients above self
Strong experience with Salesforce, SalesLoft, GoogleDocs, PowerPoint, Excel, Zoom or similar
Bachelor’s degree preferred

Compensation & Benefits

The base salary that we reasonably expect to pay for this role is: $60,000-$75,000

The actual base salary/hourly wage for this role will be determined by a variety of factors, including but not limited to: the candidate’s skills, education, experience, etc.

Please note that base pay is one important aspect of a compelling Total Rewards package. The base pay range indicated here does not include any additional benefits or bonuses/commissions that you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits - see here.

Source : AppFolio, Inc