Upmarket BDR – Enterprise SaaS Growth, Hybrid Work

Appfolio; San Diego (CA); Hybrid; USD 97,000 - 114,000; Full time

Job summary

AppFolio is seeking a high‑performing Business Development Representative for the Upmarket segment to target large residential portfolios and build compelling business cases. You will navigate multi‑stakeholder buying committees and run disciplined outbound motions to generate pipeline, while collaborating closely with Account Executives to drive conversions.

You will travel up to 20% and maintain in‑office presence at least 3 days per week across Dallas, Santa Barbara, or San Diego offices,

Qualifications

• 2+ years in outbound B2B SaaS sales with mid-market or enterprise focus.
• Experience navigating multi-stakeholder buying committees.
• Proven track record of meetings, pipeline, or quota attainment.
• Ability to tailor value propositions to executive personas.
• Willingness to travel up to 20% and work in-office several days weekly.

Responsibilities

• Lead account targeting and territory planning across assigned accounts.
• Engage with VP and C‑suite contacts, focusing on ROI‑driven conversations.
• Source the majority of pipeline through outbound multi‑channel plays.
• Maintain data integrity and position opportunities for conversion.
• Collaborate with Account Executives to orchestrate qualification-to-close.
• Execute daily rhythms to generate consistent conversations and opportunities.

Skills

Outbound B2B SaaS sales

Multi-stakeholder selling

Problem solving

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

ABM tools

Job description

AppFolio is seeking a high‑performing Business Development Representative for the Upmarket segment to target large residential portfolios and build compelling business cases. You will navigate multi‑stakeholder buying committees and run disciplined outbound motions to generate pipeline, while collaborating closely with Account Executives to drive conversions.

You will travel up to 20% and maintain in‑office presence at least 3 days per week across Dallas, Santa Barbara, or San Diego offices,