Mid Market Account Executive Jobs in California

AppFolio 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 - Mid-Market is a full-cycle sales professional responsible for driving account expansion and managing renewals across AppFolio’s existing mid-market customer portfolio. You will own and strategically manage an assigned book of business composed of our larger, more complex accounts while partnering cross-functionally to win and onboard healthy deals. In this role, you will develop territory strategies, forge C-level executive relationships, and structure multi-year agreements using a Challenger Sales approach to carry our customers into the future.

Your Impact

• Strategic Sales Execution: Drive account expansion by using Challenger Sales methodologies during discovery to uncover business pain and present ROI-focused solutions.

• Pipeline Ownership & Forecasting: Maintain accurate sales forecasting and proactive pipeline hygiene, ensuring stagnant deals are identified and re-engaged quickly.
• Deal Velocity & Precision: Execute multi-year contracts with precision, quarterbacking internal processes with Support and Billing to eliminate friction in the sales cycle.
• Multi-Threaded Alignment: Build consensus across C-level decision-makers and key operational mobilizers to ensure high adoption and long-term retention.
• Territory Strategy: Design and execute strategic territory plans to identify high-potential accounts while actively managing renewals to drive financial lift.

• Cross-Functional Collaboration: Partner with Customer Success, Billing, and Leadership to navigate complex deal logistics and maximize value for the customer.

Qualifications

• Sales Experience: 3–4+ years of Full Sales Cycle experience in B2B environments, preferably within SaaS.

• Complex Deal Execution: Track record of quota achievement managing longer, complex sales cycles and multi-year contract negotiations.
• Executive Presence: Exceptional communication and presentation skills with demonstrated success engaging C-Level executives.
• Licensure: Active Property & Casualty Insurance license, or commitment to complete training and pass the licensing exam within 30 days of hire.
• Sales Technology: Experience using Salesforce, Gong, Zoom, PowerPoint, Excel, and Google Workspace.

• Education: Bachelor’s degree preferred.

Must Have

• Business Owner Mindset: Takes full accountability for territory health, pipeline growth, and sales performance.

• Grit & Resilience: Demonstrates poise during long sales cycles, focusing consistently on controllable factors to maintain momentum.
• Urgency & Precision: Acts with speed and high attention to detail to ensure contracts and deal logistics are executed correctly the first time.
• Challenger Mentality: Employs a discovery-focused approach to uncover operational pain and tie solutions directly to business performance.
• Cross-Functional Alignment: Thriving in a highly collaborative, cross-functional environment to share best practices and elevate team performance.

• Reliable Execution: Consistently meeting commitments and ensuring actions align directly with strategic goals.

Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $135,000.00 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 internal equity.

Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits - see here.

We accept applications on an ongoing basis.