Account Executive - ApartmentIQ

Overview

You sell two new products to ApartmentIQ's existing customers—multifamily property managers who already use their market data platform. Your buyers are mostly Revenue Managers, Asset Managers, and VPs of Operations at property management companies ranging from regional players to the NMHC Top 50. You're working warm accounts where there's already a relationship and product usage.

Role Snapshot

Company Context

Stage: Bootstrapped/Profitable (no VC funding data available)

Size: 68 employees

Growth: Triple-digit growth, already used by 70% of NMHC Top 50

Market Position: Industry standard for multifamily market data—established leader in their category

GTM Reality

Pipeline Sources:

• 80% Internal referrals/existing accounts - Customer Success and account managers identify expansion opportunities, you work the deal
• 15% Inbound interest - Current users asking about new products
• 5% Outreach - You prospect into accounts that haven't upgraded or adopted new products

SDR/AE Structure: No dedicated SDR support for this role—pipeline comes from internal sources and CS handoffs

SE Support: Likely shared SE support for technical demos and implementation discussions

Competitive Landscape

Main Competitors: RealPage (Yardi competitor), Yardi Matrix, CoStar for market data; specific competitors for new products unknown

How They Differentiate: They're the incumbent—customers already trust their data. You're selling deeper integration and new use cases, not switching costs.

Common Objections: "We're already paying you enough," budget constraints, "we'll wait until renewal," internal bandwidth to adopt new tools

Win Themes: Existing relationship, data quality customers already trust, cross-product integration, no onboarding friction

What You'll Actually Do

Time Breakdown

Active Deals (45%) | Account Research/Planning (25%) | Internal Coordination (30%)

Key Activities

• Account Mapping: Review usage data with CS to identify which customers are good fits for the new products. You're looking at their current platform usage, pain points, and expansion potential.
• Discovery Calls: Run demos and discovery with existing contacts. You already have a foot in the door, but you need to understand if the new product solves a real problem for them.
• Internal Coordination: Work closely with CS, product, and implementation teams. Since these are existing customers, you need to coordinate handoffs, avoid stepping on CS relationships, and ensure smooth transitions.
• Deal Progression: Chase down budget approvals, work through procurement (which can take weeks even with existing vendors), negotiate terms, and coordinate contracts with legal.

The Honest Reality

What's Hard

• Existing customers may feel like they're already paying enough—you're asking for more budget from accounts that are already spending with you
• You're dependent on CS and account managers to surface good opportunities. If they don't prioritize you, your pipeline dries up.
• Budget cycles in multifamily are often annual. If you catch someone at the wrong time, you're waiting 6-9 months for their next budget review.
• You need to prove ROI on products that may be brand new to market. Customers want case studies and proof points you might not have yet.

What Success Looks Like

• Closing 8-12 expansion deals per year at $15-50K each
• Maintaining strong relationships with CS team so they keep feeding you opportunities
• Building repeatable messaging for the new products that resonates with existing customers

Who You're Selling To

Primary Buyers:

• Revenue Managers (Director to VP level) at multifamily management companies
• Asset Managers and Regional Managers who oversee multiple properties
• Operations leaders who own the tech stack

What They Care About:

• ROI and efficiency gains—they need to justify additional spend to their CFO
• Integration with existing ApartmentIQ workflows (they don't want another standalone tool)
• Ease of adoption—they're busy and don't want complex implementations
• Data accuracy and reliability (they already trust ApartmentIQ's data)

Requirements

• 2-4 years software sales experience, preferably in proptech or real estate
• Experience selling into multifamily property management companies (asset managers, revenue managers, operations leaders)
• Track record selling expansion/cross-sell motions into existing customer bases
• Comfortable working without dedicated SDR support—you need to manage your own pipeline development
• Strong collaboration skills—you'll work closely with CS, product, and implementation teams