Upmarket BDR: Strategic Prospecting & Enterprise Growth

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

Job summary

AppFolio is seeking a Business Development Representative - Upmarket in Dallas to drive strategic account targeting, build business cases, and navigate multi-stakeholder buying processes.

You will source most of your pipeline through outbound campaigns, engage with C-level contacts, and collaborate with Account Executives to convert opportunities, with travel up to 20% and in-office presence required.

Qualifications

• 2+ years in outbound B2B SaaS sales with mid-market or enterprise exposure.
• Proven track record meeting or exceeding sales KPIs and pipeline targets.
• Consultative discovery and handling objections with executive-level buyers.
• Strong outbound engagement and meaningful email durations.

Responsibilities

• Target accounts and map territory across operational and executive contacts.
• Engage with Accounting, Operations, VP, and C-level on ROI-driven conversations.
• Source 80%+ pipeline via outbound multi-channel campaigns.
• Maintain data integrity; qualify opportunities for AE handoff.
• Coordinate with AEs through pre-call strategy and post-call debriefs.
• Daily activity: 30 dials and 15 personalized emails; 2 quality conversations/day.
• Travel 3x per quarter for in-territory field activities.
• Mentor peers; share best practices within the team.

Skills

Outbound sales

SaaS sales

Account planning

Multistakeholder

Sales metrics

Education

Bachelor's degree

Business degree

Tools

Salesforce

Gong

LinkedIn Navigator

Job description

AppFolio is seeking a Business Development Representative - Upmarket in Dallas to drive strategic account targeting, build business cases, and navigate multi-stakeholder buying processes.

You will source most of your pipeline through outbound campaigns, engage with C-level contacts, and collaborate with Account Executives to convert opportunities, with travel up to 20% and in-office presence required.