Business Development Representative - Upmarket

AppFolio, Inc.; Dallas (TX); Hybrid; USD 97,000 - 114,000; Full time

Job summary

AppFolio is seeking a high-performing Business Development Representative - Upmarket in a hybrid Dallas-based role. You will target property management organizations with large portfolios, build a compelling business case, and navigate complex buying committees to generate qualified opportunities and pipeline with your AE partners.

Responsibilities include strategic account targeting, multi-channel prospecting, rigorous qualification, and a disciplined daily operating rhythm to drive 2 quality

Qualifications

• 2+ years in outbound B2B SaaS sales with mid-market or enterprise exposure.
• Proven track record meeting or exceeding pipeline targets and meetings.
• Expertise in consultative discovery with C-suite stakeholders.

Responsibilities

• Lead account targeting and territory planning across assigned accounts.
• Engage with VP and C-level contacts using ROI-driven conversations.
• Source >80% of pipeline via outbound and multi-channel campaigns.
• Maintain data integrity and research opportunities before handing off to AE.
• Collaborate with AEs to align pre-call strategy and post-call reviews.
• Maintain daily cadence: 30 dials, 15 personalized emails.
• Travel 20% for in-territory field activities and events.

Skills

Outbound selling

Mid-market prospecting

Strategic account targeting

Relationship building

Multi-channel outreach

Sales discovery

CRM proficiency

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Account-based tooling

Job description

Business Development Representative - Upmarket

Location

Employment Type

Full time

Location Type

Hybrid

Department

Compensation

• $97,344.02 – $114,030.95

AppFolio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.

The Business Development Representative (BDR) - Upmarket is a high-performing sales development professional who serves as a strategic partner to their Territory Account Executive(s). Operating within AppFolio's Upmarket segment, you will focus on engaging property management organizations managing residential portfolios of 1,500 units and above. This is a displacement sale into organizations with existing technology, which means the ability to build a compelling business case, navigate complex buying committees, and run a disciplined prospecting motion is essential. Placement into a Corporate or Horizon segment account territory will be based on experience, skills, and business need.

Your impact

• Strategic Account Targeting: Lead account mapping and territory planning across your assigned accounts, identifying key contacts across operational, financial, and executive personas to consistently unlock new pipeline opportunities.
• Business Presence & Alignment: Engage confidently with Accounting, Operations, VP, and C-level contacts, leveraging value-based discovery and ROI-driven conversations tailored to each persona's priorities and pain points.
• High-Velocity Multi-Channel Prospecting: Independently source more than 80% of your pipeline through customized outbound plays, multi-channel campaigns, and targeted account-based strategies that balance quality and volume.
• Rigorous Qualification Excellence: Maintain high data-integrity standards by fully verifying account intelligence and ensuring every opportunity transitioned to your AE partner is thoroughly researched and positioned for conversion.
• Account Executive Co-Orchestration: Build a unified front with your closing partner through pre-call strategy sessions ahead of introduction meetings and structured post-call debriefs to continuously improve pipeline conversion.
• Sustained Operational Activity: Execute a disciplined daily operating rhythm of 30 dials and 15 highly personalized emails to consistently generate 2 quality conversations per day and 6–8 qualified opportunities per month.
• Regional Field Strategy: Travel in-territory 3x per quarter to execute localized prospecting blitzes, support field marketing initiatives, and secure face-to-face qualified interactions with key accounts.
• Peer Mentorship & Leadership: Contribute to team culture by participating in peer call reviews, sharing best practices, and modeling the outbound standard for the broader business development organization.

Qualifications

• 2+ years of documented success in an outbound B2B SaaS sales role, with experience prospecting into mid-market or enterprise accounts and navigating multi-stakeholder buying processes.
• Proven track record of consistently meeting or exceeding core sales performance indicators, including qualified meetings booked, pipeline contribution, or unit-based volume targets.
• Expertise in consultative discovery and objection handling, with a communication style suited for VP and C-suite interactions.
• Demonstrated ability to maintain high outbound performance benchmarks, including quality email engagement and meaningful connected call durations.
• Strong understanding of persona-specific messaging, with the ability to shift value propositions between operational efficiency, financial risk mitigation, and executive growth goals.
• Comfort with outside sales initiatives, field prospecting environments, and professional networking at industry events.
• Strong organizational and collaborative skills, with a track record of building mutually accountable partnerships with Account Executives and cross-functional team members.

Must have

• Hands-on proficiency with modern enterprise sales engagement platforms, including Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, and account-based intent data tools.
• Demonstrated career growth in prior roles and a goal to advance into an Account Executive or adjacent revenue role.
• Willingness and ability to travel up to 20% (required 3x per quarter) for in-territory fieldwork, industry conferences, and field campaigns.
• Ability to work in-office at least 3 days per week in our Dallas, TX office.

Location

Find out more about our locations by visiting our site.

All late-stage candidates complete an in-person meeting with an AppFolian as part of our hiring process.

The compensation that we reasonably expect to pay for this role is: $97,344.02-$114,030.95 OTE. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity.
Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits - see here .

We accept applications on an ongoing basis.

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. For more information about AppFolio, visit appfolio.com .

Why AppFolio

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 drive 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.

At AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. That’s why we’re a proud Equal Opportunity Employer, and we believe that our products, our teams, and our business are stronger because of it. This means that no matter what race, color, religion, sex, sexual orientation, gender identification, national origin, age, marital status, ancestry, physical or mental disability, or veteran status, you’re always welcome at AppFolio.

Compensation Range: $97,344.02 - $114,030.95