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.
As the Manager, Growth Sales - SMB, you will inspire, coach, and lead a high-performing team of account executives focused on expanding revenue within our existing customer base. You will drive sales strategy, pipeline generation, and team development to maximize cross-sell and upsell adoption across our value-added product suite. In this role, you will play a pivotal part in powering customer growth and shaping the future of AppFolio’s SMB sales motion.
Your Impact
Lead, mentor, and coach a team of Growth Account Executives to deliver at or above budgeted company goals on a monthly, quarterly, and annual basis.
Develop and execute data-driven sales strategies to maximize revenue and market penetration within our SMB Install Book of Business.
Conduct regular 1:1s, performance reviews, and call/deal coaching using GONG and MindTickle to sharpen seller skills, pipeline management, and deal closing.
Own overall team pipeline health, establishing robust pipeline generation plans and providing sales leadership with highly accurate forecasts.
Partner cross-functionally with Customer Success, Product, Marketing, and Account Management to align on customer growth strategies and lead generation.
Prescribe proactive solutions to business challenges, maintaining predictable pipeline performance and upholding high team e-NPS.
Streamline team operations, managing SFDC approvals, administrative duties, and compliance requests in a timely manner.
Qualifications
Proven capability in driving team outcomes through accountability, proactive planning, and a selfless, growth-oriented leadership style.
Demonstrated success in building and scaling upsell, cross-sell, or expansion sales motions within a B2B SaaS environment.
Exceptional ability to educate, mentor, and establish professional development plans that accelerate direct reports' career trajectory and retention.
Strong analytical and diagnostic acumen to evaluate sales metrics, pipeline health, and seller performance.
Thriving in a highly collaborative, cross-functional environment to align cross-departmental stakeholders on team needs.
Articulate communicator capable of presenting data-backed business impacts and enablement needs to executive leadership.
Must Have
3+ years of direct B2B SaaS sales experience, with 2+ years managing a sales team.
Proven track record of achieving 100% budget and quota attainment consistently on a monthly, quarterly, and annual basis.
Deep experience in managing full sales cycles, expansion pipeline forecasting, and sales methodology implementation.
Hands-on proficiency with Salesforce CRM, GONG, MindTickle, or similar sales enablement and intelligence tools.
Bachelor's degree or equivalent professional experience.
Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $170,000.00 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.
