Upmarket BDR: Enterprise SaaS Prospecting & ROI Messaging

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

Job summary

AppFolio Inc. is seeking a high-performing Business Development Representative (Upmarket) to drive new pipeline among large property management organizations.

You will own strategic targeting, multi-channel prospecting, and ROI-focused conversations with senior leaders to unlock opportunities. In this role, you’ll collaborate with Territory Account Executives, maintain a disciplined daily cadence, travel for in-territory field work, and help shape the future of our Upmarket sales motion from

Qualifications

• 2+ years of outbound B2B SaaS sales experience in mid-market or enterprise accounts.
• Proven track record meeting or exceeding sales KPIs.
• Consultative discovery and executive-level communication skills.
• Experience with outbound performance and email engagement.
• Willingness to travel up to 20% (3x per quarter) and in-office 3 days/week in Dallas, TX.

Responsibilities

• Strategic account targeting and territory planning across assigned accounts.
• Engage with Accounting, Operations, VP, and C-suite to discuss ROI-based value.
• High-velocity multi-channel prospecting to balance quality and volume.
• Rigorous qualification and account research before handing to AE.
• Coordinate with AEs via pre-call strategy sessions and post-call debriefs.

Skills

Outbound B2B SaaS sales

Multi-stakeholder navigation

Executive-level communication

Account planning

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Account-based data tools

Job description

AppFolio Inc. is seeking a high-performing Business Development Representative (Upmarket) to drive new pipeline among large property management organizations.

You will own strategic targeting, multi-channel prospecting, and ROI-focused conversations with senior leaders to unlock opportunities. In this role, you’ll collaborate with Territory Account Executives, maintain a disciplined daily cadence, travel for in-territory field work, and help shape the future of our Upmarket sales motion from