Associate Manager, Business Development

AppFolio • Santa Barbara, CA

74d • $100,000 - $125,000 • Hybrid

About The Position

AppFolio is more than a company. We're a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves. We are looking for a confident, ambitious, self-starter with experience working in a high-accountability and fast-paced environment. The Associate Manager, Business Development (AppFolio Property Manager) will lead a group of ambitious Business Development Representatives (BDRs) eager to grow their software and technology career, and be a business partner to marketing, sales, and revenue operations leadership to grow our business.

Requirements

• 1-2 years experience in people management experience including proven skills in performance management, coaching, and motivation
• 3+ years experience within an innovative BDR or Sales organization
• Or; 2+ years experience in a closing SaaS sales role
• Experience in both an inbound and outbound BDR model
• Consistent proven track record of over-achievement of quota expectations
• Experience with proven sales and/or opportunity qualification methodology (Challenger, MEDDPICC, Command of the Message, etc.)
• Exceptional communication, organizational, and time management skills
• Strong working knowledge of sales technology stack (ie; Salesforce, Gong, Gong Engage, Qualified, etc.)
• Ability to be in the Santa Barbara office up to 5X/week
• Bachelor's degree preferred

Nice To Haves

• A passion for the Real Estate Industry & Investment Knowledge
• Driven and Intrinsically Motivated
• Building Effective Teams / Fostering Teams
• Exceptional Executive Presence
• Initiative and Innovation
• Metrics Driven Coach
• Curiosity and Coachability

Responsibilities

• Attract, hire, and retain top talent to ensure growth within the organization
• Lead regular team huddles to maintain cross-office alignment and collaboration
• Train a team of BDRs to develop sales pipeline and qualify new leads to consistently achieve monthly and quarterly goals
• Set and review daily leading and lagging metrics (KPI's) to maintain daily productivity
• Align with marketing and sales leadership on MQL conversion rate and AE pipeline coverage in downmarket (SMB) segments
• Motivate Individuals to exceed objectives through detailed call coaching and deal reviews
• Inspect what they expect in Gong with call coaching to ensure BDR's are progressing in skill set development and driving pipeline coverage for AE team
• Participate in the development of creative and motivational team competitions that drive the right mix of behaviors and competencies
• Be a leader on the floor in terms of positive energy, drive, and resiliency
• Ensure team members are leveraging The Challenger Sales Methodology, Gong, Qualified, and Salesforce effectively
• Conduct daily qualification inspection of Marketing Qualified Leads to increase conversion rates and improve speed-to-lead
• Partner with leadership to bring additional training on technology, the Real Estate industry, and sales skills for BDR team

Benefits

• $100,000.00-125,000.00 [OTE]
• Comprehensive Total Rewards package including additional benefits and discretionary bonuses

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Publishing Industries
• Education Level: Bachelor's degree