Upmarket BDR: Enterprise Pipeline Builder

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

Job summary

AppFolio is seeking a Horizon Business Development Representative to drive upmarket pipeline. You will map accounts, engage with senior stakeholders, and lead outbound multi-channel prospection to build a robust pipeline for Territory Account Executives in a large residential portfolio market.

You will maintain disciplined activity, refine messaging for VP and C-suite audiences, and travel within territory as needed to meet quarterly targets.

Qualifications

• 2+ years of outbound B2B SaaS sales success.
• Proven track record of meeting or exceeding core sales metrics.
• Expertise in consultative discovery and handling objections.
• Strong outbound: emails, calls, and meetings.
• Experience navigating multi-stakeholder buying processes.
• Willingness to travel up to 20%.
• Able to work 3+ days per week in the Dallas, TX office.

Responsibilities

• Lead account mapping and territory planning to unlock pipeline opportunities.
• Engage with accounting, operations, VP, and C-level to align value propositions.
• Source 80%+ of pipeline via multi-channel outbound plays.
• Verify account intelligence and ensure opportunities are well-positioned for AE handoff.
• Collaborate with Account Executives to coordinate strategy and post-call reviews.
• Maintain an operating rhythm: daily dials and personalized emails to generate conversations.
• Travel within territory to support field marketing and customer interactions.

Skills

Outbound B2B SaaS sales

Multi-stakeholder comms

Account-based prospecting

Pipeline development

Travel readiness

Education

Bachelor's degree

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Job description

AppFolio is seeking a Horizon Business Development Representative to drive upmarket pipeline. You will map accounts, engage with senior stakeholders, and lead outbound multi-channel prospection to build a robust pipeline for Territory Account Executives in a large residential portfolio market.

You will maintain disciplined activity, refine messaging for VP and C-suite audiences, and travel within territory as needed to meet quarterly targets.