Manager, Upmarket Business Development

AppFolio; Dallas (TX); On-site; USD 120,000 - 170,000; Full time

Job summary

AppFolio is seeking a Manager, Upmarket Business Development to lead and coach a team of Upmarket BDRs focused on enterprise accounts in the Dallas area. You will drive outbound strategy, mentor reps, and partner with Marketing and C‑Suite executives to win high-value opportunities.

Reporting to the Sr. Manager of Upmarket BD, you will champion the Challenger Sales framework, refine playbooks, and travel in-territory to coach reps and accelerate development into Account Executives.

Qualifications

• 3+ years leading upmarket/enterprise BDRs/SDRs
• Proven track record promoting BDRs to Account Executives
• Experience in outside/field sales with in-person engagements
• Ability to travel up to 20% and work in Dallas in-office 3 days weekly

Responsibilities

• Lead and coach Upmarket BDRs to become Account Executives.
• Drive outbound pipeline and win rates with ABM strategies.
• Implement Challenger sales methodology across team.
• Travel ~20% to coach in-territory.
• Partner with Marketing, Communications, and C-Suite on strategic initiatives.

Skills

Leadership & coaching

B2B SaaS sales leadership

Challenger Sales

MEDDPICC familiarity

Travel 20%

In-office 3 days/wk Dallas

Tools

Salesforce

Gong

Demandbase

Tableau

LinkedIn Sales Navigator

Vidyard

ZoomInfo

Gemini

Job description

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.

The Manager, Upmarket Business Development will act as a "talent multiplier" to lead, coach, and develop our team of Upmarket Business Development Representatives (BDRs). Reporting to the Sr. Manager of Upmarket Business Development, you will be instrumental in driving our outbound pipeline by empowering your team to open doors at the highest levels within our target upmarket accounts. Leveraging a modern tech stack, the Challenger Sales methodology, and in-person territory visits, you will thrive under pressure to drive strategy in an untapped market and foster a highly collaborative environment where reps are actively developed into future Account Executives.

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.

The Manager, Upmarket Business Development will act as a "talent multiplier" to lead, coach, and develop our team of Upmarket Business Development Representatives (BDRs). Reporting to the Sr. Manager of Upmarket Business Development, you will be instrumental in driving our outbound pipeline by empowering your team to open doors at the highest levels within our target upmarket accounts. Leveraging a modern tech stack, the Challenger Sales methodology, and in-person territory visits, you will thrive under pressure to drive strategy in an untapped market and foster a highly collaborative environment where reps are actively developed into future Account Executives.

Your impact

• Career Advancement & Mentorship: Actively mentor and develop your BDRs with the primary goal of promoting them into Account Executive roles, maintaining our reputation as a top talent incubator.
• High-Performance Leadership: Lead the top-producing BDR/AE team in the organization, maintaining a standard of excellence and thriving under the pressure of aggressive targets and high visibility.
• Strategic Market Penetration: Drive outbound strategy and help us capture market share in a highly lucrative, untapped market, working closely with leadership to iterate and build the playbook from the ground up.
• Methodology Implementation: Champion and reinforce the Challenger Sales methodology, coaching your team to teach, tailor, and take control of complex upmarket conversations while constructively challenging customer assumptions.
• Field Coaching & Travel: Lead from the front lines by traveling in-territory alongside your BDRs approximately twice per quarter to provide on-the-ground coaching and support outside sales initiatives.
• Strategy & ABM Execution: Partner with Marketing, Communications, and C‑Suite executives to execute targeted, account-based (ABM) outbound campaigns leveraging intent data from Demandbase.
• Pipeline Management: Oversee the daily activities and quota attainment of the team, ensuring a consistent and predictable flow of Sales Qualified Leads (SQLs) into Salesforce.
• Modern Outreach & Research: Guide the team in utilizing Gemini and ZoomInfo for advanced market and account research, Vidyard for personalized video prospecting, LinkedIn Sales Navigator for multi-threading, and Gong for call coaching.

Qualifications

• 3+ years of experience in B2B SaaS, tech-logistics, or technology sales leadership.
• 1-2+ years directly managing or serving as a team lead for an upmarket/enterprise focused BDR/SDR team.
• A proven, documented track record of being a top-producing Individual Contributor (IC) prior to stepping into leadership.
• Proven ability to perform and make strategic decisions under pressure within a high-growth, high-expectations environment.
• Deep expertise in formal sales training and development, with strong proficiency coaching to the Challenger Sales methodology (familiarity with MEDDPICC is a plus).
• Previous experience in outside sales or field sales is highly preferred, with a strong understanding of how to prospect and navigate in-person upmarket engagements.
• Experience navigating both early-stage/emerging business motions (untapped markets) and mature, scaling environments with aggressive targets.
• Exceptional written and verbal communication skills, with the ability to cross-collaborate effectively with C‑Suite executives, Marketing, and peers.

Must have

• Deep, hands-on experience and proficiency driving strategy with our core tech stack: Salesforce, Gong, Demandbase, Tableau, LinkedIn Sales Navigator, Vidyard, ZoomInfo, and Gemini.
• Demonstrated ability to act as a "talent multiplier" with a specific track record of successfully promoting BDRs/SDRs into Account Executive roles.
• Willingness and ability to travel up to 20% to support the BDR team in their respective territories and industry events.
• Ability to work in-office at least 3 days per week in our Dallas, TX office location.

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.