Account Executive - SMB

App Folio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good.

Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.

The Growth Account Executive - SMB is a full-cycle sales professional responsible for selling a portfolio of products into App Folio’s existing SMB customer base.

You will own and strategically manage an assigned book of business and are responsible for developing territory plans, forging relationships with executive stakeholders, and structuring multi-year, multi-product agreements. Success in this role requires the ability to act as a strategic consultant, exposing performance gaps, and driving adoption through a complex, multi-threaded sales cycle.

SMB 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. This is a high velocity sales motion, with required in-office presence three days/week

• Strategic Sales Excellence:
  You do not sell on features. You utilize a Challenger-focused sales motion and effective discovery to uncover pain and performance gaps regarding the customer's business then tie that back to value to build a business case that recoups the cost of ownership.
• Pipeline Ownership:
  You strategically manage and accurately forecast a complex sales pipeline. You possess excellent pipeline hygiene and know when a deal has lost momentum.
• Deal Velocity & Precision:
  You act with urgency and are detail-oriented to reduce customer friction. This includes executing contracts correctly the first time and "quarterbacking" customer issues with Support or Billing to resolve them quickly without impacting the deal cycle.
• Multi-Threaded Engagement:
  You drive direct decision-maker and mobilizer involvement, building consensus across multiple stakeholder groups and ensuring you are multi-threaded with the team members most impacted by the solution.
• Territory Mastery:
  You design and execute strategic territory plans to identify high-potential accounts.

• Experience:
  
  2-3+ years of B2B full-cycle sales or business development experience, preferably in SaaS.
• Complex Sales:
  Proven track record of quota achievement and experience managing sales cycles.
• Executive Presence:
  Excellent presentation and communication skills with a proven ability to engage C-Level executives.
• Insurance License:
  Obtaining a Property & Casualty Insurance license is a requirement . Existing license holders are desirable; non-license holders will be enrolled in training to take the exam within 30 days of hire.
• Tools:
  Strong experience with Salesforce, Gong, AI, Google Docs, PowerPoint, Excel, and Zoom.

• Business Owner Mindset:
  Views their pipeline and territory as a personal business, recognizing they have all the resources needed to be successful and taking full accountability for performance.
• Growth Mindset:
  Embraces change and uncertainty; views challenges (such as a difficult territory) as an exciting opportunity to learn and unlock growth rather than an excuse.
• Grit & Resilience:
  Demonstrates emotional balance, avoiding the "highs and lows" of sales; does not become paralyzed by inaction but instead settles in to control the controllable factors.
• Urgency & Precision:
  Acts with urgency and high attention to detail to reduce customer friction, ensuring contracts and deal logistics are executed correctly the first time.
• Resourceful Problem-Solver:
  Knows how to source their own data and answers and "quarterback" issues (e.g., Support or Billing) without impacting deal velocity.
• Constructive Communicator:
  Leads with facts rather than emotion and knows how to broach concerns with Leadership in a way that is constructive for the…