Manager, Growth Sales - Mid-Market

AppFolio Inc • Richardson, TX

6d • $164,000 - $205,000 • Hybrid

About The Position

The Manager, Growth Sales - Mid-Market leads and empowers a high-performing team of Account Executives focused on revenue expansion and renewals across existing customers. The role drives strategic cross-sell and upsell initiatives, seller development, and effective pipeline execution to help customers realize value from AppFolio’s platform. It develops sales strategies to increase market penetration and product adoption across the Install Book of Business, coaches sellers, and partners cross-functionally to support customer growth.

Requirements

• At least 5 years of overall sales experience, including at least 2 years in direct sales management within B2B SaaS.
• Demonstrated ability to lead, develop, and inspire high-performing sales teams in a high-growth environment.
• Deep understanding of B2B SaaS revenue models, account expansion strategies, and sales enablement methodologies.
• Experience managing sellers focused on upsell, cross-sell, and recurring revenue growth.
• Track record of consistently meeting or exceeding team sales quotas.
• Experience leading teams through complex full sales cycle execution and mid-market account growth.
• Exceptional communication, interpersonal, and presentation skills, with strong executive presence.
• Expertise in data-driven sales management using tools such as Salesforce, Gong, and MindTickle.
• Strong strategic thinking and problem-solving skills, with a track record of consistently meeting commitments.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• Lead, mentor, and coach Growth Account Executives to exceed monthly, quarterly, and annual revenue expansion targets.
• Develop and execute targeted sales strategies to maximize market penetration and product adoption across the Install Book of Business.
• Coach sellers through one-on-ones, deal reviews, and live call coaching to improve competency, pipeline health, and forecasting accuracy.
• Partner with Sales Operations to optimize sales processes, refine enablement tools, and improve efficiency throughout the sales cycle.
• Collaborate with Account Management, Customer Success, and Product teams to align customer growth strategies.
• Use Salesforce, Gong, and MindTickle to analyze sales performance, report key performance indicators, and maintain accurate revenue forecasts.
• Foster an inclusive, high-energy environment that elevates the collective output of the department.

Benefits

• Regular full-time employees are eligible for benefits; specific benefits are not listed.
• Compelling total rewards and opportunities for growth.
• Coaching and mentorship, with time and tools to develop skills.

What This Job Offers

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