Upmarket SaaS BDR — Build Strategic Pipeline with AEs

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

Job summary

AppFolio Inc. seeks a Business Development Representative (BDR) - Upmarket to drive high-velocity prospecting for residential portfolios 1,500+ units.

You will map accounts, engage VP/C-suite stakeholders, and run outbound plays to build a robust pipeline, coordinating with Account Executives to close opportunities. You will travel up to 20% for in-territory campaigns and face-to-face interactions, with a requirement to be in Dallas, TX offices at least 3 days per week.

Qualifications

• 2+ years outbound B2B SaaS sales with mid-market/enterprise exposure.
• Proven KPI success: meetings, pipeline, or targets met.
• Consultative discovery and executive-level communication.
• High outbound performance with engagement and calls.
• Travel up to 20% and in-office in Dallas, TX.

Responsibilities

• Lead account targeting and territory planning across assigned accounts.
• Engage with senior stakeholders with ROI-focused conversations.
• Source a high percentage of pipeline via multi-channel outbound plays.
• Qualify opportunities and hand off to AE with detailed context.
• Collaborate with AEs to optimize post-call outcomes and pipeline.
• Maintain disciplined daily cadence of dials and emails to generate opportunities.

Skills

Outbound sales

SaaS sales

Mid-market/enterprise

Account planning

ROI discovery

Executive communication

Field prospecting

Travel readiness

Team collaboration

Tools

Salesforce

Gong

LinkedIn Sales Navigator

ZoomInfo

Intent data tools

Job description

AppFolio Inc. seeks a Business Development Representative (BDR) - Upmarket to drive high-velocity prospecting for residential portfolios 1,500+ units.

You will map accounts, engage VP/C-suite stakeholders, and run outbound plays to build a robust pipeline, coordinating with Account Executives to close opportunities. You will travel up to 20% for in-territory campaigns and face-to-face interactions, with a requirement to be in Dallas, TX offices at least 3 days per week.