Description
Overview
We are seeking a long-term oriented Net New Senior Sales Account Executive to drive enterprise new business across a highly strategic territory in the West and Central regions. This role focuses on engaging, educating, and converting top-tier commercial real estate owners and operators as they evaluate mission-critical ERP platforms - decisions that shape their organizations for years to come.
You will work directly with senior executives at some of the largest and most sophisticated commercial real estate firms in the country, navigating complex stakeholder environments and long sales cycles. Success in this role requires strong executive presence, disciplined follow-up, and the ability to build trust through thoughtful, consultative engagement.
This is a premier opportunity for an experienced enterprise seller to join a stable, market-leading organization and own meaningful net-new growth in a territory where Yardi's platform, reputation, and scale provide a true competitive advantage.
Location Preference: Santa Barbara (headquarters, preferred), Austin, Dallas, or Denver.
Key Responsibilities:
- Enterprise New Business Development: Own net-new enterprise sales efforts across the West and Central regions by identifying, engaging, and advancing relationships with large commercial real estate owners and operators. Develop thoughtful prospecting and account strategies to initiate and progress complex sales opportunities.
- End-to-End Sales Leadership: Manage the full enterprise sales cycle – from initial engagement through contract execution – while maintaining momentum across long, multi-stakeholder decision processes.
- Consultative & Value-Based Selling: Lead discovery-driven conversations to understand prospect priorities, risks, and operational challenges. Clearly articulate Yardi's differentiated value as a mission-critical ERP platform aligned to client business objectives.
- Executive Relationship Management: Build and sustain trusted relationships with senior decision-makers (CIO, CFO, COO, and executive leadership), serving as a credible advisor throughout the evaluation and decision process.
- Quota Ownership & Territory Strategy: Consistently meet or exceed annual sales targets by prioritizing high-impact opportunities, applying sound territory judgment, and allocating time and resources effectively.
- Cross-Functional Collaboration: Partner closely with sales engineering, product, marketing, leadership, and client services teams to deliver compelling presentations, align on strategy, and support successful deal execution.
- Market & Competitive Insight: Maintain a strong understanding of the commercial real estate landscape, competitive ERP offerings, and evolving client needs to inform sales strategy and opportunity identification.
- Pipeline Management & Forecasting: Maintain accurate, up-to-date opportunity tracking and forecasting within CRM systems. Communicate progress, risks, and key developments clearly to sales leadership.
- Sales Process Management: Drive the full sales cycle, from initial contact to closing, ensuring a smooth process and strong client engagement throughout. Effectively communicate the value add and market differentiation Yardi provides while aligning with prospect's business needs and challenges.
- Product Expertise & Consultative Selling: Utilize in-depth knowledge of our cutting-edge commercial real estate software solutions to demonstrate value to potential clients. Demonstrate consultative sales techniques to understand prospect challenges and position solutions accordingly.
- Account Relationship Building: Establish and maintain strong relationships with key decision-makers at C-level, VP, and Director levels within strategic commercial real estate organizations.
- Target & Achieve Sales Quotas: Meet or exceed annual sales targets through successful deal closures. Leverage territory insights and data to prioritize opportunities and maximize sales effectiveness.
- Collaboration: Work closely with internal teams (leadership, sales engineering, marketing, product, client services) to ensure the smooth execution of sales strategies, presentations, and solution delivery. Act as a key contributor in the development of go-to-market initiatives.
- Market Intelligence: Stay up-to-date with market trends, competitive landscape, and the evolving needs of the commercial real estate sector. Use this knowledge to identify new opportunities and adjust strategies as necessary.
- Sales Operations, Tools & Product Fluency: Own accurate pipeline management and forecasting by consistently leveraging Yardi's CRM and other prospecting tools. Build comfort navigating Yardi's product platform to support high-level product demonstrations and informed customer conversations, demonstrating curiosity and ownership of the solution while working in close partnership with Sales Engineering for technical depth.
Qualifications:
- Enterprise Sales Experience: 5+ years of B2B sales experience, with a strong preference for enterprise or complex software sales. Experience selling ERP, financial systems, or mission-critical platforms to large organizations is highly valued.
- Relevant Industry Acumen: Familiarity with the commercial real estate ecosystem—including ownership, asset management, accounting, leasing, investment, and operations—and an understanding of how technology decisions impact these functions at scale.
- Consistent Net-New Performance: Demonstrated history of meeting or exceeding sales targets through net-new business in competitive, long-cycle sales environments.
- Executive Engagement Capability: Proven ability to engage credibly with senior decision-makers (CIO, CFO, COO, and executive leadership) and navigate multi-stakeholder decision processes.
- Consultative Selling & Negotiation Skills: Strong presentation, discovery, and negotiation capabilities, with the judgment to position value, manage risk, and advance complex deals thoughtfully.
- Territory Ownership & Autonomy: Comfortable operating independently across a large territory, prioritizing effectively, and driving outcomes with a high degree of personal accountability while collaborating closely with leadership and cross-functional teams.
- Technology & Tool Fluency: Demonstrated comfort leveraging CRM systems and modern sales technologies as planning and execution tools—not just reporting requirements. Willingness to develop functional familiarity with enterprise software platforms to support informed customer conversations and high-level product demonstrations.
Why Yardi:
Culture & Leadership:
We believe the best enterprise outcomes are built by people who trust each other. Yardi emphatically values a culture of integrity, collaboration, and balance —supported by intelligent, experienced leadership that is accessible and genuinely invested in its teams. This is a place where people help each other win and where success is measured over years, not quarters. We value thoughtful preparation, trust, mutual respect, and long-term relationships over short-term heroics.
Elite Territory: Lead a highly strategic enterprise territory with access to some of the largest and most sophisticated commercial real estate owners and operators in the world—accounts where decisions are complex, high-stakes, and highly visible.
Industry Leadership: Represent a mission-critical ERP platform at the center of enterprise real estate operations, working directly with CIOs and CFOs on long-cycle decisions that shape how their organizations run for years.
Career Growth: Step into a role with real runway—exposure to executive stakeholders, Yardi leadership, complex enterprise sales cycles, and clear paths for growth within a market-leading organization.
Compensation & Benefits: Competitive base salary, uncapped commission potential aligned with enterprise deal sizes, and a comprehensive benefits package designed to support long-term success.
$100,000 - $110,000 base salary + commission target
All submissions for open positions should be received through Yardi's applicant portal, accessed from Yardi's corporate website.
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