Upmarket BDR: Enterprise SaaS Prospecting & Growth

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

Job summary

AppFolio is seeking a Business Development Representative - Upmarket to drive new pipeline within our residential property management segment. You will map accounts, engage with senior stakeholders, and run high-velocity outbound campaigns.

This on-site role in Dallas requires 2+ years in outbound B2B SaaS, comfort with multi-channel outreach, and travel up to 20% quarterly. Compensation ranges from $97,344 to $114,031 with full benefits; we value collaboration, execution, and customer outcomes.

Qualifications

• 2+ years of documented success in outbound B2B SaaS sales, prospecting into mid-market or enterprise accounts.
• Proven track record of meeting or exceeding core sales KPIs (qualified meetings, pipeline contribution).
• Expertise in consultative discovery and handling objections with VP/C-suite audiences.
• Strong outbound performance with engaging emails and meaningful calls.

Responsibilities

• Strategic Account Targeting: map accounts and identify key contacts to unlock pipeline opportunities.
• Engage with Accounting, Operations, VP, and C-level contacts, tailoring ROI-focused conversations.
• High-Velocity Multi-Channel Prospecting: source majority of pipeline via outbound plays and multi-channel campaigns.
• Maintain data integrity by ensuring account intelligence is verified before handoff to AEs.
• Collaborate with Account Executives through pre-call strategy and post-call debriefs to improve conversions.
• Execute a daily rhythm of 30 dials and 15 personalized emails to generate conversations and opportunities.
• Travel in-territory 3x per quarter for face-to-face interactions and field campaigns.
• Mentor peers and model outbound standards within the team.

Skills

Outbound B2B SaaS sales

Multi-stakeholder selling

Executive engagement

Face-to-face field sales

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Account-based data tools

Job description

AppFolio is seeking a Business Development Representative - Upmarket to drive new pipeline within our residential property management segment. You will map accounts, engage with senior stakeholders, and run high-velocity outbound campaigns.

This on-site role in Dallas requires 2+ years in outbound B2B SaaS, comfort with multi-channel outreach, and travel up to 20% quarterly. Compensation ranges from $97,344 to $114,031 with full benefits; we value collaboration, execution, and customer outcomes.