Manager, Sales - SMB IM

About the role

As a Manager, SMB Sales, you’ll be at the forefront of our growth, leading a talented team of sales professionals to achieve and exceed ambitious new business acquisition targets. This is more than a management role—it’s an opportunity to shape the future of our sales organization and empower your team to reach their full potential.

Responsibilities

• Cultivate a High-Performance Team: Recruit, onboard, mentor, and develop top-tier sales talent, fostering a culture of excellence, collaboration, and continuous growth.
• Inspire and Empower: Provide exceptional coaching and leadership, motivating your team to achieve challenging goals and exceed their potential.
• Drive Revenue Growth: Exceed monthly, quarterly, and annual new booking goals, contributing directly to AppFolio's success.
• Strategic Forecasting & Pipeline Management: Accurately forecast team performance, manage pipeline expectations, and ensure consistent achievement of results.
• Develop Sales Excellence: Implement and refine ongoing training programs, equipping your team with the knowledge and skills to excel in sales methodologies, product expertise, and industry insights.
• Data-Driven Performance: Leverage Gong/Salesforce/Tableau to track and analyze key sales activities and KPIs, optimizing performance and driving continuous improvement.

Requirements

• Proven Leadership: A track record of building and leading high-performing sales teams, with a passion for coaching and developing talent.
• Sales Acumen: Deep understanding of strategic selling, sales methodologies, and best practices in a fast-paced SaaS environment.
• Exceptional Communication: Outstanding interpersonal, verbal, and written communication skills.
• Results-Oriented Mindset: A relentless drive to achieve and exceed targets, with a focus on data-driven decision-making.
• Inspirational Coaching: The ability to motivate, inspire, and empower your team to achieve extraordinary results.
• Culture Building Expertise: Proven success creating a culture of high performance and positive team morale.
• 5+ years of relevant sales leadership experience, ideally in a SaaS environment.
• Demonstrated success in managing, developing, and mentoring high-performing sales teams.
• Strong understanding of sales methodologies and strategic selling; Challenger Sales Methodology preferred.
• Bachelor’s degree preferred.

Location

Santa Barbara preferred.

Pay

The compensation that we reasonably expect to pay for this role is: $164,000.00 - $205,000.00 [OTE]. The actual compensation will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity. This range does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.

Benefits

Regular full-time employees are eligible for benefits. See here for more details.

About AppFolio

AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business.

• Grow | We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drives the growth of our business, and ourselves.
• Learn | We partner with you to realize your potential by investing in you from the start. We're cultivating a team of big thinkers through coaching and mentorship with our best-in-class leaders, and giving you the time and tools to develop your skills.
• Impact | We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We do this by innovating with purpose while cultivating a culture of impact. We learn as much from each other as we do our customers and our communities.
• Connect | We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. We create space to fuel innovation and collaboration, and we come together to celebrate, connect, and succeed. Paddle as One.