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Account Executive - Upmarket (West Coast)
Appfolio
Drive enterprise SaaS sales on the West Coast, building pipeline and closing high‑value accounts.
7d ago
$216,000 - $270,000
Experienced (8-12 years), Expert & Leadership (13+ years)
Full Time
San Diego, CA
Hybrid
Company Size
1,634 Employees
Service Specialisms
Property Management Software
Online Payments
Tenant & Lease Tracking
Accounting Automation
Marketing Solutions
Sector Specialisms
Residential
Commercial
Role
What you would be doing
pipeline management
territory development
consultative selling
market insights
new business
- Pipeline Management: Manage and prioritize a sales pipeline in the CRM, maintaining accurate forecasting and detailed records of sales activities.
- Territory Development: Own and build a go-to-market strategy for your assigned territory. Proactively identify and target high-value enterprise clients, developing a strategic pipeline to achieve and exceed sales quotas.
- Strategic Consultative Selling: Develop a deep understanding of each prospect’s needs and create tailored value propositions. Leverage consultative selling techniques to establish credibility, trust, and long-lasting relationships with decision-makers.
- Market Insights: Continuously stay informed about industry trends, competitive landscape, and customer needs to provide input on product improvements and market positioning.
- New Business Sales: Drive end-to-end new business sales, from prospecting to closing, focusing on high-value enterprise accounts. Position the product as a must-have solution for prospective customers by understanding their unique challenges.
What you bring
travel
territory development
consultative selling
negotiation
self-starter
saas
- Ability to travel up to 50% of the time.
- Demonstrated success in territory development and new business acquisition, preferably with experience in complex sales cycles and consultative selling.
- Strong negotiation, communication, and presentation skills, with the ability to articulate value in a compelling way to senior executives.
- Ability to thrive in a dynamic and fast-paced environment, with a self-starter mentality and a strong drive to exceed targets.
- 5+ years of enterprise sales experience, with a proven track record in SaaS or technology sales, particularly within a high-growth environment.
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Interview process
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Company
Overview
$766M–$774M
2024 Revenue
Annual revenue generated in 2024, reflecting strong financial performance.
2024 Clients
Clients
Managing over 19,000 clients worldwide, showcasing broad market reach.
8M Units
Units Managed
Operates across more than 8 million units globally, indicating extensive property coverage.
S&P MidCap 400
Market Presence
Membership in the S&P MidCap 400 index highlights its significant market impact.
- Founded in 2006 by Klaus Schauser and Jon Walker, AppFolio emerged to simplify property management through centralized cloud software.
- Its flagship product, AppFolio Property Manager, integrates accounting, leasing, marketing, maintenance, and reporting into one platform.
- In 2012 it acquired MyCase, later divesting it in 2020 to refocus solely on real estate solutions.
- AppFolio has expanded via acquisitions like RentLinx, WegoWise and Dynasty Marketplace to enhance listing presence, analytics, and AI capabilities.
- Typical customers range from small landlords to large portfolios, covering single-family, multifamily, commercial, student housing, and community associations.
- Its Stack™ Marketplace enables seamless third-party integrations tailored to unique workflows.
- In 2024 it introduced Realm-X, a generative AI assistant that automates tasks like report generation, messaging, and maintenance coordination.
- Known for rapid feature rollout, mobile-first investor tools, and embedded AI, it stands out in real-time property and investment management.
- We care deeply about our customers.
- We value the individual and celebrate diversity of thought and experience.
- We believe in the power of data-driven decisions.
- We aim to create a sense of ownership and accountability at all levels.
- We focus on building and sustaining a culture of innovation.
- We encourage a growth mindset and continuous improvement.
Net Zero 2040
Carbon Neutrality Goal
Committed to achieving net zero carbon emissions by 2040.
- Implemented energy-efficient practices and reduced operational carbon footprint.
- Focused on creating sustainable solutions for property managers and owners.
39% women
Gender Diversity
Reflects the proportion of women in the workforce, emphasizing gender representation.
- Foster an inclusive culture where all employees can thrive and contribute.
- Set measurable goals to increase representation of underrepresented groups in leadership roles.
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