Growth Account Executive - SMB
About The Position
The Growth Account Executive - SMB is a full-cycle sales professional responsible for selling a portfolio of products to AppFolio’s existing SMB customers. The role owns and strategically manages an assigned book of business, develops territory plans, builds relationships with executive stakeholders, and structures multi-year, multi-product agreements. Success requires acting as a strategic consultant, identifying customer performance gaps, and driving product adoption through complex, multi-threaded sales cycles. The position is a high-velocity sales role. Account Executives are expected to be subject matter experts on the products they sell and work with internal teams to win and onboard deals that are healthy and ethical. The role requires in-office presence three days per week.
Requirements
- 2–3+ years of B2B full-cycle sales or business development experience.
- Proven quota achievement and experience managing sales cycles.
- Excellent presentation and communication skills, including the ability to engage C-level executives.
- Obtain a Property & Casualty Insurance license; candidates without a license will be enrolled in training to take the exam within 30 days of hire.
- Strong experience with Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.
- Demonstrate accountability, resilience, urgency, attention to detail, resourcefulness, constructive communication, reliability, collaboration, customer focus, and a Challenger sales mindset.
Nice To Haves
- B2B sales or business development experience in SaaS.
- Existing Property & Casualty Insurance license.
- Bachelor’s degree.
Responsibilities
- Use a Challenger-focused sales approach and effective discovery to uncover customer pain and performance gaps, connect them to business value, and build a business case that recoups the cost of ownership.
- Own, strategically manage, and accurately forecast a complex sales pipeline, maintaining pipeline hygiene and recognizing when deals have lost momentum.
- Move deals forward with urgency and attention to detail, executing contracts correctly and coordinating with Support or Billing to resolve customer issues without slowing the deal cycle.
- Engage decision-makers and mobilizers directly, build consensus across stakeholder groups, and develop relationships with the team members most affected by the solution.
- Design and execute strategic territory plans to identify high-potential accounts.
- Sell a portfolio of products to AppFolio’s existing SMB customer base and manage an assigned book of business.
- Build relationships with executive stakeholders and structure multi-year, multi-product agreements.
Benefits
- Regular full-time employees are eligible for benefits; details are available through the benefits link in the posting.
- Coaching and mentorship, with opportunities to develop skills.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
