Upmarket BDR: Enterprise SaaS Growth Architect

Appfolio; Richardson (TX); On-site; USD 97,000 - 114,000; Full time

Job summary

AppFolio seeks a Business Development Representative (Upmarket) in Dallas, TX, to drive outbound B2B SaaS sales targeting residential portfolios of 1,500+ units. You will map accounts, engage P&L and executive stakeholders, and sustain a high-velocity, multi-channel prospecting motion.

You will work with Account Executives to coordinate strategy, ensure data integrity, and push 2 quality conversations per day with 6-8 qualified opportunities monthly.

Qualifications

• 2+ years of outbound B2B SaaS experience targeting mid-market or enterprise.
• Proven track record of meeting or exceeding core sales KPIs (e.g., meetings booked, pipeline, volume targets).
• Expertise in consultative discovery and objection handling; able to engage VP/C-suite.
• Demonstrated ability to maintain high outbound performance with effective email engagement and calls.
• Willingness to travel up to 20% (3x per quarter) and in-office presence in Dallas, TX at least 3 days/week.

Responsibilities

• Lead account targeting and territory planning to unlock pipeline opportunities.
• Engage with Accounting, Operations, VP, and C-level contacts with ROI-driven conversations.
• Source 80%+ of pipeline through outbound plays, multi-channel campaigns, and account-based strategies.
• Maintain high data integrity by verifying account intelligence and positional readiness for AE handoff.
• Coordinate pre-call strategy and post-call debriefs with Account Executives to improve conversion.
• Maintain a disciplined daily rhythm: 30 dials and 15 personalized emails to generate conversations and opportunities.
• Travel in-territory 3x per quarter for localized prospecting and face-to-face interactions.

Skills

Outbound B2B SaaS

Sales performance indicators

Consultative discovery

Outbound performance

Persona messaging

Travel readiness

Sales platforms proficiency

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

ABID tools

Job description

AppFolio seeks a Business Development Representative (Upmarket) in Dallas, TX, to drive outbound B2B SaaS sales targeting residential portfolios of 1,500+ units. You will map accounts, engage P&L and executive stakeholders, and sustain a high-velocity, multi-channel prospecting motion.

You will work with Account Executives to coordinate strategy, ensure data integrity, and push 2 quality conversations per day with 6-8 qualified opportunities monthly.