Account Executive - SMB

Growth Account Executive - SMB

Full-cycle sales professional responsible for selling a portfolio of products into App Folio’s existing SMB customer base.

Own and strategically manage an assigned book of business, developing territory plans, forging relationships with executive stakeholders, and structuring multi-year, multi-product agreements. Act as a strategic consultant, exposing performance gaps and driving adoption through a complex, multi-threaded sales cycle.

High velocity sales motion, with required in‑office presence three days per week.

Strategic Sales Excellence:
Utilize a Challenger‑focused sales motion and effective discovery to uncover pain and performance gaps and tie back to value.

Pipeline Ownership:
Strategically manage and accurately forecast a complex sales pipeline with excellent hygiene.

Deal Velocity & Precision:
Act with urgency, detail‑oriented to reduce friction and execute contracts correctly the first time, coordinating with Support or Billing to resolve issues quickly.

Multi‑Threaded Engagement:
Engage direct decision‑makers and mobilizers, building consensus across multiple stakeholder groups.

Territory Mastery:
Design and execute strategic territory plans to identify high‑potential accounts.

• 2–3+ years of B2B full‑cycle sales or business development experience, preferably in SaaS.
• Proven track record of quota achievement and experience managing complex sales cycles.
• Excellent presentation and communication skills with the ability to engage C‑Level executives.
• Insurance license required; existing holders desired. Non‑holders receive training to take exam within 30 days of hire.
• Strong experience with Salesforce, Gong, Google Docs, PowerPoint, Excel, and Zoom.

• Business Owner Mindset:
  View pipeline and territory as a personal business, taking accountability for performance.
• Growth Mindset:
  Embrace change and uncertainty, seeing challenges as growth opportunities.
• Grit & Resilience:
  Maintain emotional balance and drive forward without paralysis.
• Urgency & Precision:
  Execute contracts and deal logistics correctly the first time.
• Resourceful Problem‑Solver:
  Source data and “quarterback” issues without impacting deal velocity.
• Constructive Communicator:
  Lead with facts and address concerns constructively with leadership.
• Say/Do Attitude:
  Consistently deliver on commitments with reliability and accountability.
• Collaborative Multiplier:
  Engage team channels, fill voids, and multiply strengths of others.
• Challenger Mentality:
  Use discovery‑focused approach to uncover pain and tie to value.
• Customer Obsessed:
  Believe that win for customers means win for the business.
• Culture Carrier:
  Live “The App Folian Way” and commit to the company values.

The expected compensation for this role is $ (OTE). Actual compensation will depend on skills, experience, education, and internal equity. The compensation range does not include additional benefits or discretionary bonuses.

At App Folio, we value diversity in backgrounds and perspectives. We are a proud Equal Opportunity Employer and welcome all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identification, national origin, age, marital status, ancestry, disability, or veteran status.