Account Executive - Mid-Market

AppFolio Inc • Goleta, CA

8h • $152,000 - $170,000 • Hybrid

About The Position

As an Account Executive on AppFolio’s Mid-Market Sales team, you will drive net-new logo acquisition and manage the full sales cycle across the residential property management market. Using Challenger Sales methodologies, you will help prospective clients rethink operational workflows and demonstrate how AppFolio’s platform can increase Net Operating Income (NOI) and support operational scale. You will build strategic partnerships with C-level executives, champion AppFolio’s vision, and expand its presence in the industry.

The role involves disciplined territory planning, targeted outbound prospecting, customer discovery, tailored platform demonstrations, contract negotiation, and closing. You will maintain accurate pipeline forecasts and activity records, meet performance targets, collaborate across teams, and share knowledge and sales strategies with peers.

Requirements

• At least 4 years of successful quota-carrying B2B field or inside sales experience.
• At least 2 years of direct experience executing the full sales cycle and driving net-new logo acquisition for SaaS and/or financial or accounting applications.
• Demonstrated mastery of consultative or Challenger Sales methodologies in closing mid-market commercial deals.
• Documented history of meeting and exceeding sales quotas, pipeline generation targets, and KPIs.
• Proven ability to consistently meet commitments and outperform quota in a fast-paced, high-velocity sales environment.
• Experience managing the full sales cycle and winning mid-market accounts using consultative and Challenger Sales approaches.
• Strong business acumen and ability to build trust, understand customer needs, and present compelling NOI business cases to executive stakeholders.
• High resilience, self-motivation, and agility, with a focus on urgency and transparency in territory management and pipeline growth.
• Excellent communication, presentation, and negotiation skills.
• Extensive experience using Salesforce, Google Workspace, and Zoom.
• Bachelor’s degree (BA/BS) or equivalent practical experience.

Nice To Haves

• B2B sales experience in the software or technology industry.

Responsibilities

• Meet and exceed quarterly sales quotas through territory planning, targeted outbound prospecting, and net-new logo acquisition.
• Manage the full sales cycle from qualification and discovery through contract negotiation and close for residential Mid-Market customers.
• Use Challenger Sales methodologies to help prospects rethink operational workflows and demonstrate measurable Net Operating Income impact.
• Listen to customer needs, understand property management challenges, and tailor platform demonstrations to business goals.
• Maintain accurate pipeline forecasts, log activity in Salesforce, and exceed key performance indicators.
• Share sales knowledge, coach peers on sales strategies, and contribute as a collaborative leader.
• Partner with Sales Development, Marketing, and Implementation teams to support unified customer success.

Benefits

• Regular full-time employees are eligible for benefits; specific benefits are not listed in the posting.
• The company describes its total rewards as compelling and offers opportunities for growth.
• Coaching and mentorship, along with time and tools to develop skills.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level