Upmarket BDR Leader & Talent Multiplier

AppFolio, Inc; Dallas (TX); On-site; USD 150,000 - 230,000; Full time

Benefits offered by this job

Hybrid work model

Career growth opportunities

Job summary

AppFolio, Inc. is seeking a Manager, Upmarket Business Development to lead and develop a high-performance BDR/AE team in the Dallas area. You will mentor reps, drive outbound strategy, and implement Challenger Sales across untapped upmarket accounts.

You will travel approximately 20% to coach in-territory and collaborate with Marketing, Communications, and C-Suite to execute ABM campaigns. A proven leadership track record in BDR/SDR roles and strong communication are essential.

Qualifications

• 3+ years of experience in B2B SaaS, tech-logistics, or technology sales leadership.
• 1-2+ years directly managing or serving as a team lead for an upmarket/enterprise focused BDR/SDR team.
• A proven, documented track record of being a top-producing Individual Contributor (IC) prior to stepping into leadership.
• Proven ability to perform and make strategic decisions under pressure within a high-growth, high-expectations environment.
• Deep expertise in formal sales training and development, with strong proficiency coaching to the Challenger Sales methodology (familiarity with MEDDPICC is a plus).
• Previous experience in outside sales or field sales is highly preferred, with a strong understanding of how to prospect and navigate in-person upmarket engagements.
• Experience navigating both early-stage/emerging business motions (untapped markets) and mature, scaling environments with aggressive targets.
• Exceptional written and verbal communication skills, with the ability to cross-collaborate effectively with C-Suite executives, Marketing, and peers.

Responsibilities

• Mentor and develop BDRs with the primary goal of promoting them into Account Executive roles.
• Lead the top-producing BDR/AE team in the organization, maintaining a standard of excellence and thriving under pressure of targets.
• Drive outbound strategy and help capture market share in a highly lucrative, untapped market, working with leadership to build the playbook from the ground up.
• Champion and reinforce the Challenger Sales methodology, coaching your team to teach, tailor, and take control of complex upmarket conversations.
• Lead from the front lines by traveling in-territory alongside your BDRs to provide on-the-ground coaching and support.
• Partner with Marketing, Communications, and C-Suite executives to execute targeted, account-based outbound campaigns leveraging intent data from Demandbase.
• Oversee the daily activities and quota attainment of the team, ensuring a consistent flow of SQLs into Salesforce.
• Guide the team in utilizing Gemini and ZoomInfo for market research, Vidyard for video prospecting, LinkedIn Sales Navigator for multi-threading, and Gong for call coaching.

Skills

Leadership

Coaching

Challenger Sales

Strategic thinking

Communication

Tools

Salesforce

Gong

Demandbase

Tableau

LinkedIn Sales Navigator

Vidyard

ZoomInfo

Gemini

Job description

AppFolio, Inc. is seeking a Manager, Upmarket Business Development to lead and develop a high-performance BDR/AE team in the Dallas area. You will mentor reps, drive outbound strategy, and implement Challenger Sales across untapped upmarket accounts.

You will travel approximately 20% to coach in-territory and collaborate with Marketing, Communications, and C-Suite to execute ABM campaigns. A proven leadership track record in BDR/SDR roles and strong communication are essential.