Lead Upmarket BDRs | Mentor & Scale Enterprise Pipeline

AppFolio Inc; Dallas (TX); Sur place; USD 120 000 - 180 000; Plein temps

Résumé du poste

AppFolio is seeking a Manager, Upmarket Business Development to lead and grow the BDR organization focused on high-value accounts in the Dallas area. You will coach, mentor, and develop the team to promote into Account Executive roles and drive outbound strategy in untapped markets.

You will lead top-producing BDR/AE teams, champion the Challenger Sales methodology, and partner with Marketing and C-Suite to execute ABM campaigns.

Qualifications

• 3+ years in B2B SaaS, tech-sales leadership or equivalent.
• 1–2+ years directly leading an upmarket/enterprise BDR/SDR team.
• Proven track record as a top IC before moving into leadership.
• Ability to decide strategically under pressure in a high-growth setting.
• Strong formal sales training background, Challenger Sales focus.
• Outside/field sales experience and in-person upmarket engagement know-how.

Responsabilités

• Mentor and develop BDRs with goal of promoting to Account Executive roles.
• Lead top-performing BDR/AE team with high standards and targets.
• Drive outbound strategy to penetrate untapped upmarket segments.
• Champion Challenger Sales methodology and coach teams in conversations.
• Travel in-territory roughly twice per quarter for on-the-ground coaching.
• Partner with Marketing/Leadership to execute ABM outbound campaigns using intent data.
• Oversee daily activities and SQL flow into Salesforce.
• Guide teams using Gemini, ZoomInfo, Vidyard, LinkedIn Navigator, Gong.

Connaissances

Leadership

Coaching

BDR leadership

Challenger Sales

Salesforce

Gong

Outils

Gong

Demandbase

Tableau

LinkedIn Sales Navigator

Vidyard

ZoomInfo

Gemini

Description du poste

AppFolio is seeking a Manager, Upmarket Business Development to lead and grow the BDR organization focused on high-value accounts in the Dallas area. You will coach, mentor, and develop the team to promote into Account Executive roles and drive outbound strategy in untapped markets.

You will lead top-producing BDR/AE teams, champion the Challenger Sales methodology, and partner with Marketing and C-Suite to execute ABM campaigns.