Upmarket BDR Team Lead & Talent Multiplier

AppFolio; Dallas (TX); On-site; USD 120,000 - 170,000; Full time

Job summary

AppFolio is seeking a Manager, Upmarket Business Development to lead and coach a team of Upmarket BDRs focused on enterprise accounts in the Dallas area. You will drive outbound strategy, mentor reps, and partner with Marketing and C‑Suite executives to win high-value opportunities.

Reporting to the Sr. Manager of Upmarket BD, you will champion the Challenger Sales framework, refine playbooks, and travel in-territory to coach reps and accelerate development into Account Executives.

Qualifications

• 3+ years leading upmarket/enterprise BDRs/SDRs
• Proven track record promoting BDRs to Account Executives
• Experience in outside/field sales with in-person engagements
• Ability to travel up to 20% and work in Dallas in-office 3 days weekly

Responsibilities

• Lead and coach Upmarket BDRs to become Account Executives.
• Drive outbound pipeline and win rates with ABM strategies.
• Implement Challenger sales methodology across team.
• Travel ~20% to coach in-territory.
• Partner with Marketing, Communications, and C-Suite on strategic initiatives.

Skills

Leadership & coaching

B2B SaaS sales leadership

Challenger Sales

MEDDPICC familiarity

Travel 20%

In-office 3 days/wk Dallas

Tools

Salesforce

Gong

Demandbase

Tableau

LinkedIn Sales Navigator

Vidyard

ZoomInfo

Gemini

Job description

AppFolio is seeking a Manager, Upmarket Business Development to lead and coach a team of Upmarket BDRs focused on enterprise accounts in the Dallas area. You will drive outbound strategy, mentor reps, and partner with Marketing and C‑Suite executives to win high-value opportunities.

Reporting to the Sr. Manager of Upmarket BD, you will champion the Challenger Sales framework, refine playbooks, and travel in-territory to coach reps and accelerate development into Account Executives.