Overview
You sell MavenAI's marketing automation platform to multifamily property management companies that don't currently use it. You're landing net-new logos through mostly outbound prospecting, explaining how AI can automate their Google Business, social media, and reputation management. You'll educate skeptical property managers on why they need marketing automation and compete against "we do this manually" and other martech vendors.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Full-cycle AE (prospect to close) |
| Sales Motion | Outbound-heavy with some inbound from marketing |
| Deal Complexity | Consultative - need to educate on AI/automation value |
| Sales Cycle | 3-5 months (multifamily moves slowly, lots of internal approvals) |
| Deal Size | $25-75K ACV (estimate based on "2M+ units" customer base) |
| Quota (est.) | $500-750K/year |
Company Context
Stage: Appears to be bootstrapped/profitable (no funding info available)
Size: 27 employees
Growth: Triple-digit growth, supporting 2M+ units, "rapid growth" mentioned
Market Position: Fast-growing challenger in multifamily martech - newer than ApartmentIQ but gaining traction
GTM Reality
Pipeline Sources:
- 60% Outbound - cold calls and emails to property management companies, LinkedIn outreach to marketing directors
- 30% Inbound - website demos, content downloads, SEO (small team means limited marketing resources)
- 10% Referrals - some spillover from ApartmentIQ customer base and industry word-of-mouth
SDR/AE Structure: Likely self-sourcing or very light SDR support given company size
SE Support: Probably no dedicated SE - you'll run your own demos and technical conversations
Competitive Landscape
Main Competitors: Other multifamily marketing platforms, general martech tools (HubSpot, etc.), property management software with built-in marketing features, and "we do it manually"
How They Differentiate: AI-powered automation specific to multifamily (not generic martech), industry expertise (built by multifamily people)
Common Objections: "We already have someone doing social media" / "Too expensive" / "Not sure we need AI for this" / "Our PMS does some of this"
Win Themes: Time savings, consistency across portfolio, expertise in multifamily marketing channels, handles Google/social/reviews in one platform
What You'll Actually Do
Time Breakdown
Prospecting (35%) | Demos & discovery (30%) | Deal advancement (20%) | Internal/admin (15%)
Key Activities
- Cold outreach: Call and email marketing directors and VPs at property management companies - many won't respond, you'll leave lots of voicemails
- Discovery & demos: Screen-share product demos showing how MavenAI automates Google Business posts, social media, and review responses - lots of "show me how this works for MY properties" requests
- Education selling: Explain what AI marketing automation is and why they need it - many prospects don't know they have a problem yet
- Multi-threading: Get buy-in from marketing directors, property managers who'll use it, and executives who control budget - these orgs have unclear decision-making authority
- Deal management: Navigate slow procurement processes, long approval chains, budget year constraints
The Honest Reality
What's Hard
- Multifamily is a slow-moving, relationship-driven industry - cold outreach gets ignored frequently
- Many companies think they're "doing fine" with manual marketing or cheap tools
- You're selling against inertia and "we've always done it this way" mentality
- Budget authority is often unclear - marketing directors want it but don't always control spend
- At 27 people, you're building the plane while flying it - limited case studies, collateral, and support
- Deals slip quarters constantly because someone went on vacation or "needs to run it by corporate"
What Success Looks Like
- Closing 8-12 new logos per year at $50-70K ACV average
- 20-30% demo-to-close ratio (lots of tire-kickers and "just looking" prospects)
- Building a pipeline that's 3-4x your quota because multifamily deals stall and push frequently
Who You're Selling To
Primary Buyers:
- Marketing Directors at property management firms (users, influencers)
- VPs of Operations or COOs (budget holders)
- Regional managers at larger firms (end users who need to approve)
What They Care About:
- Time savings - they're doing this stuff manually or poorly today
- Consistency across their portfolio (50-200+ properties)
- Not looking "cheap" on Google or social compared to competitors
- Proof it works for multifamily specifically (not just generic marketing automation)
- Integrations with their property management software and tools
Requirements
- 2-4 years selling software, preferably B2B SaaS
- Multifamily or proptech experience strongly preferred (they want someone who knows the industry)
- Comfortable with high-volume outbound prospecting and long sales cycles
- Self-sufficient - you'll run your own demos, handle objections, manage deals without much support
- Resilience with rejection and deal slippage (multifamily moves slowly)