Manager, Business Development

AppFolio Inc • Richardson, TX

26d • $120,000 - $150,000 • Hybrid

About The Position

The Manager, Business Development leads a team of Business Development Representatives (BDRs) and partners with marketing and sales leadership to grow AppFolio’s business. This role focuses on developing BDRs, building sales pipeline, qualifying leads, and achieving monthly and quarterly goals in a high-accountability, fast-paced environment. The manager is expected to lead by example, strengthen team engagement and execution, and foster a culture of consistent outbound activity and high performance.

Requirements

• At least 2 years of people-management experience, including performance management, coaching, and motivation.
• At least 3 years of experience in a high-performing and innovative BDR or sales organization with inbound and outbound motions, or at least 2 years of experience in a closing SaaS sales role.
• A consistent, proven record of exceeding quota expectations.
• Experience creating customized campaigns and refining pitches to meet client needs, achieving results, and training others to do the same.
• Exceptional communication, organizational, and time-management skills.
• Strong working knowledge of Salesforce, SalesLoft, Gong, and Zoom.
• Ability to work in the Dallas, Texas office up to five days per week.

Nice To Haves

• Bachelor’s degree preferred.
• Passion for the real estate industry and investment knowledge.
• Self-starter, high standards of excellence, proactive, and coachable; capable of building and fostering effective teams.

Responsibilities

• Attract, hire, and retain top talent to support organizational growth.
• Maintain team alignment and collaboration through regular team huddles.
• Train BDRs to develop sales pipeline, qualify new leads, and achieve monthly and quarterly goals.
• Set and review daily KPIs to ensure productivity.
• Drive consistent outbound execution through cold-call, email, and social cadences that generate net-new pipeline across segments.
• Align with marketing and sales leadership on team goals and develop call and email campaigns.
• Coach individuals through call coaching and deal reviews to help them exceed objectives.
• Develop team competitions that motivate employees and encourage appropriate behaviors and competencies.
• Lead by example on the sales floor and strengthen team intensity, engagement, and execution.
• Ensure team members effectively use AppFolio’s sales methodology, Salesloft, and Salesforce.
• Inspect Marketing Qualified Leads daily to improve conversion rates and reduce response time.
• Partner with Training & Enablement and Sales to provide additional training on technology, the real estate industry, and sales skills.

Benefits

• Regular full-time employees are eligible for benefits; specific benefits are not detailed in the posting.
• Compelling total rewards are referenced as part of AppFolio’s approach to recognizing performance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed