Upmarket BDR Leadership & Talent Multiplier

Appfolio; Richardson (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

AppFolio is a technology leader driving the real estate industry forward. The Manager, Upmarket Business Development will lead, coach, and develop a high-performing BDR/AE team to open doors at top upmarket accounts, leveraging a modern tech stack and Challenger Sales to accelerate outbound pipeline.

You will mentor reps to promote into Account Executives, drive strategic market penetration, and collaborate with marketing and C-suite for ABM initiatives while traveling to field locations as

Qualifications

• 3+ years leading B2B SaaS sales teams or Enterprise/Upmarket teams.
• 1-2+ years directly managing BDR/SDR/AE teams.
• Proven track record as a top-performing individual contributor before leadership.
• Ability to make strategic decisions under pressure in high-growth environments.
• Expertise in formal sales training and Challenger Sales, MEDDPICC a plus.
• Experience in outside/field sales with in-person upmarket engagements.
• Comfort navigating both early-stage motions and mature, high-target settings.
• Excellent written and verbal communication with C-suite and cross-functional teams.

Responsibilities

• Mentor and develop BDRs with the goal of promoting them into Account Executive roles.
• Lead the top-producing BDR/AE team and maintain high performance under aggressive targets.
• Drive outbound strategy and expand market share in untapped upmarket segments.
• Champion and implement Challenger Sales methodology across the team.
• Provide field coaching and travel to support territory teams approximately quarterly.
• Partner with Marketing, Communications, and C-Suite for ABM campaigns and demand generation.
• Oversee daily activity, queue management, and SQL-to-Salesforce handoffs.
• Guide the team in using tools (Gemini, ZoomInfo, Vidyard, LinkedIn Navigator, Gong) for research and coaching.

Skills

B2B SaaS leadership

Enterprise/upmarket focus

People management

Challenger Sales

Tools

Salesforce

Gong

Demandbase

Tableau

LinkedIn Sales Navigator

Vidyard

ZoomInfo

Gemini

Job description

AppFolio is a technology leader driving the real estate industry forward. The Manager, Upmarket Business Development will lead, coach, and develop a high-performing BDR/AE team to open doors at top upmarket accounts, leveraging a modern tech stack and Challenger Sales to accelerate outbound pipeline.

You will mentor reps to promote into Account Executives, drive strategic market penetration, and collaborate with marketing and C-suite for ABM initiatives while traveling to field locations as