Manager, Business Development

AppFolio, Inc.; Dallas (TX); On-site; USD 120,000 - 150,000; Full time

Job summary

AppFolio, Inc. is seeking a confident, ambitious Manager, Business Development to lead a team of BDRs in Dallas.

In a fast-paced, high-accountability environment, you will hire, coach, and retain top talent while partnering with marketing and sales leadership to grow our SaaS business. You will drive outbound cadences, train on real estate industry dynamics, set KPI targets, and ensure effective use of Salesforce, Salesloft, Gong, and Zoom.

Qualifications

• 2-3 years experience in people management including performance coaching and motivation.
• 3+ years in a high-performing BDR or sales organization with outbound/inbound motions.
• Or 2+ years experience in a closing SaaS sales role.
• Consistent track record of quota over-achievement.
• Experience creating customized campaigns and refining pitches based on client needs to deliver results.
• Excellent communication, organizational, and time management skills.
• Strong working knowledge of Salesforce, SalesLoft, Gong, and Zoom.
• Ability to be in office up to 5X/week in Dallas, TX.
• Bachelor's degree preferred.

Responsibilities

• Attract, hire, and retain top talent to fuel growth.
• Maintain team alignment with regular team huddles.
• Train a team of BDRs to develop pipeline and qualify new leads to hit monthly and quarterly goals.
• Set and review daily metrics (KPI’s) to ensure daily productivity.
• Drive a culture of outbound execution with cold calls, emails, and social cadences to generate net-new pipeline across segments.
• Align with marketing and sales leadership on team goals and develop call/email campaigns.
• Motivate individuals to exceed objectives through call coaching and deal reviews.
• Participate in creative team competitions to drive desired behaviors and competencies.
• Bring high energy and lead by example on the sales floor, using AppFolio’s methodology and tools.
• Ensure team uses Salesloft and Salesforce effectively.
• Conduct daily inspection of MQLs to increase conversion rates and reduce response time.
• Partner with Training & Enablement and Sales to bring additional training on technology, Real Estate, and sales skills for the BDR team.

Skills

People management

Coaching

Quota achievement

Sales strategy

Outbound sales

Inbound sales

Communication

Time management

Organization

Real estate knowledge

High accountability

Leadership presence

Education

Bachelor's degree preferred

Tools

Salesforce

SalesLoft

Gong

Zoom

Job description

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.

We are looking for a confident, ambitious, self-starter with experience working in a high-accountability and fast-paced environment. The Manager, Business Development will lead a group of ambitious Business Development Representatives (BDRs) eager to grow their SaaS career, and partner with marketing and sales leadership to grow our business.

Your impact

• Attract, hire, and retain top talent to ensure growth within the organization
• Maintain team alignment and collaboration with regular team huddles
• Train a team of BDRs to develop sales pipeline and qualify new leads to hit monthly and quarterly goals
• Set and review daily metrics (KPI’s) to ensure daily productivity
• Drive a culture of consistent outbound execution by ensuring the team is consistently executing cold call, email, and social cadences to generate net-new pipeline across all segments
• Align with marketing and sales leadership on team goals and develop call/email campaigns
• Motivate Individuals to exceed objectives through detailed call coaching and deal reviews
• Participate in the development of creative and motivational team competitions that drive the right mix of behaviors and competencies
• Bring high energy and a strong presence to the sales floor, acting as a culture carrier who levels up team intensity, engagement, and execution through leading by example
• Ensure team members are leveraging AppFolio’s sales methodology, Salesloft, and Salesforce effectively
• Conduct daily inspection of Marketing Qualified Leads to increase conversion rates and reduce response time
• Partner with Training & Enablement as well as Sales to bring additional training on technology, the Real Estate industry, and sales skills for BDR team

Qualifications

• A passion for the Real Estate Industry & Investment Knowledge
• Building Effective Teams / Fostering Teams
• High standards of excellence
• Proactivity
• Coachability

Must have

• 2-3 years experience in people management experience including proven skills in performance management, coaching, and motivation
• 3+ years of experience in a high-performing and innovative BDR or Sales organization with both outbound and inbound motions
• Or; 2+ years experience in a closing SaaS sales role
• Consistent proven track record of over-achievement of quota expectations
• Experience creating a customized campaign, refined pitches based on client needs to deliver results, and training others to follow suit
• Exceptional communication, organizational, and time management skills.
• Strong working knowledge of Salesforce, SalesLoft, Gong, and Zoom
• Ability to be in office up to 5X/week in Dallas, TX
• Bachelor's degree preferred

Location

Find out more about our locations by visiting our site .

The compensation that we reasonably expect to pay for this role is: $120,000.00 - $150,000.00 [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 .

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.

Paddle as One.

Learn more at appfolio.com/company/careers

Statement of Equal Opportunity

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.