Upmarket BDR: Strategic Prospecting & Enterprise Growth

Appfolio; Goleta (CA); Hybrid; USD 97,000 - 114,000; Full time

Job summary

AppFolio is seeking an ambitious Business Development Representative for the Upmarket segment in California. You will drive outbound prospecting to mid-market and enterprise property management organizations, building a compelling business case and coordinating with Account Executives.

In this hybrid role, expect up to 20% travel and three days per week in-office at California locations. You will engage senior stakeholders, qualify opportunities, and help build a robust pipeline across multiple

Qualifications

• 2+ years outbound B2B SaaS sales, targeting mid-market or enterprise.
• Proven ability to navigate multi-stakeholder buying processes.
• Strong outbound performance with email engagement and calls.
• Willingness to travel up to 20% (3x/quarter).
• Office presence required 3 days/week in Dallas, Santa Barbara, or San Diego.

Responsibilities

• Strategic account targeting and territory planning.
• Engage with Accounting, Operations, VP, and C-level contacts with ROI-focused discussions.
• Source pipeline via outbound plays and multi-channel campaigns.
• Verify account data and position opportunities for AE handoff.
• Coordinate pre-call strategy and post-call debriefs with AEs.
• Maintain a disciplined daily rhythm of dials and emails to generate meetings and opportunities.
• Travel regionally to conduct in-territory prospecting and field campaigns.

Skills

Outbound sales

Multi-stakeholder selling

Account-based selling

Executive engagement

CRM proficiency

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Job description

AppFolio is seeking an ambitious Business Development Representative for the Upmarket segment in California. You will drive outbound prospecting to mid-market and enterprise property management organizations, building a compelling business case and coordinating with Account Executives.

In this hybrid role, expect up to 20% travel and three days per week in-office at California locations. You will engage senior stakeholders, qualify opportunities, and help build a robust pipeline across multiple