Business Development Representative - Upmarket
About The Position
The Business Development Representative (BDR) - Upmarket is a high-performing sales development professional and strategic partner to Territory Account Executives. Within AppFolio's Upmarket segment, the role focuses on engaging property management organizations managing residential portfolios of 1,500 units and above. This is a displacement sale into organizations with existing technology, requiring the ability to build compelling business cases, navigate complex buying committees, and run a disciplined prospecting motion. Placement into a Corporate or Horizon segment account territory is based on experience, skills, and business need. The BDR leads account mapping and territory planning, engages operational, financial, and executive stakeholders with value-based discovery and ROI-focused conversations, and independently sources more than 80% of pipeline through customized outbound and account-based strategies. The role maintains accurate account intelligence and thoroughly qualifies opportunities before transitioning them to an Account Executive, while coordinating pre-call strategy sessions and post-call debriefs with the closing partner. The position calls for a disciplined daily operating rhythm of 30 dials and 15 highly personalized emails, with targets of 2 quality conversations per day and 6–8 qualified opportunities per month. It also includes in-territory travel three times per quarter for localized prospecting, field marketing, and face-to-face account engagement, along with contributing to peer call reviews and sharing best practices. The role requires working in the Dallas, Texas office at least three days per week and travel of up to 20%.
Requirements
- At least 2 years of documented success in an outbound B2B SaaS sales role, including prospecting into mid-market or enterprise accounts and navigating multi-stakeholder buying processes.
- A record of consistently meeting or exceeding sales performance indicators such as qualified meetings booked, pipeline contribution, or unit-based volume targets.
- Expertise in consultative discovery and objection handling, with communication skills suited to VP- and C-suite-level interactions.
- Ability to maintain high outbound performance benchmarks, including quality email engagement and meaningful connected call durations.
- Strong understanding of persona-specific messaging and ability to adapt value propositions to operational efficiency, financial risk mitigation, and executive growth goals.
- Comfort with outside sales initiatives, field prospecting, and professional networking at industry events.
- Strong organizational and collaborative skills, including the ability to build mutually accountable partnerships with Account Executives and cross-functional colleagues.
- Hands-on proficiency with Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, and account-based intent data tools.
- Demonstrated career growth in prior roles and a goal to advance into an Account Executive or adjacent revenue role.
- Willingness and ability to travel up to 20%, including required in-territory fieldwork three times per quarter.
- Ability to work in the Dallas, Texas office at least three days per week.
Responsibilities
- Lead account mapping and territory planning across assigned accounts, identifying relevant operational, financial, and executive contacts.
- Engage Accounting, Operations, VP, and C-level contacts using value-based discovery and ROI-driven conversations tailored to their priorities.
- Source more than 80% of pipeline through customized outbound plays, multi-channel campaigns, and targeted account-based strategies.
- Verify account intelligence and ensure opportunities handed to Account Executives are thoroughly researched and qualified.
- Coordinate pre-call strategy sessions and post-call debriefs with Account Executive partners to improve pipeline conversion.
- Maintain daily activity targets of 30 dials and 15 personalized emails, generating 2 quality conversations per day and 6–8 qualified opportunities per month.
- Travel in-territory three times per quarter for prospecting blitzes, field marketing initiatives, and face-to-face qualified interactions.
- Participate in peer call reviews, share best practices, and model effective outbound practices for the business development organization.
Benefits
- Regular full-time employees are eligible for benefits; details are available through the employer's benefits information.
- The Total Rewards package may include discretionary bonuses based on role and/or employment type.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
