Manager, Sales - Mid-Market

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.

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 Manager, Growth Sales - Mid-Market will lead and empower a high-performing team of Account Executives dedicated to driving revenue expansion and renewals across our existing customer base. In this role, you will drive strategic cross-sell and upsell initiatives, foster seller development, and optimize pipeline execution to help our customers unlock maximum value from our platform.

• Lead, mentor, and coach a team of 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 our Install Book of Business.
• Drive performance coaching through 1:1s, deal reviews, and live call coaching to enhance seller competency, pipeline health, and forecasting accuracy.
• Partner with Sales Operations to optimize selling processes, refine enablement tools, and improve operational efficiency across the full sales cycle.
• Thrive in a highly collaborative, cross-functional environment with Account Management, Customer Success, and Product teams to align on customer growth strategies.
• Leverage Salesforce, Gong, and Mind Tickle to analyze sales performance metrics, report on key performance indicators, and maintain accurate revenue forecasts.
• Foster an inclusive, high-energy environment dedicated to elevating the collective output of the department.

• Proven 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.
• Demonstrated experience managing sellers focused on upsell, cross-sell, and recurring revenue growth.
• Exceptional communication, interpersonal, and presentation skills with a strong executive presence.
• Expertise in data-driven sales management using tools like Salesforce, Gong, and Mind Tickle.
• Strong strategic thinking and problem-solving skills with a track record of consistently meeting commitments.

• 5+ years of overall sales experience, with at least 2+ years in direct sales management within B2B SaaS.
• Demonstrated track record of consistently meeting or exceeding team sales quotas.
• Proven experience leading teams through complex full sales cycle execution and mid-market account growth.
• Bachelor's degree or equivalent professional experience.

The compensation that we reasonably expect to pay for this role is: $ -  OTE. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and…