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. EOE/Race/Gender/Disability/Vets *lh #LI-Hybrid |
Yardi Systems
Jan 17, 2026