Manager, Upmarket Business Development

AppFolio Inc • Richardson, TX

9d • Hybrid

About The Position

The Manager, Upmarket Business Development leads, coaches, and develops a team of Upmarket Business Development Representatives (BDRs), with the goal of generating outbound pipeline and opening doors with senior stakeholders at target upmarket accounts. Reporting to the Sr. Manager of Upmarket Business Development, this role drives strategy in an untapped market, works with leadership to build and refine the playbook, and fosters a collaborative environment that develops BDRs into future Account Executives. The manager uses the Challenger Sales methodology and a modern sales technology stack, and leads in-territory coaching and support for outbound initiatives. This role is based in AppFolio’s Dallas, Texas office and requires working in-office at least three days per week, with travel of up to 20%.

Requirements

• At least 3 years of experience in B2B SaaS, tech-logistics, or technology sales leadership.
• At least 1–2 years directly managing or serving as team lead for an upmarket- or enterprise-focused BDR/SDR team.
• Documented track record as a top-producing individual contributor before moving into leadership.
• Ability to perform and make strategic decisions under pressure in a high-growth, high-expectations environment.
• Expertise in formal sales training and development, with strong proficiency coaching to the Challenger Sales methodology.
• Experience navigating both emerging business motions in untapped markets and mature, scaling environments with aggressive targets.
• Exceptional written and verbal communication and ability to collaborate with C-Suite executives, Marketing, and peers.
• Hands-on proficiency driving strategy with Salesforce, Gong, Demandbase, Tableau, LinkedIn Sales Navigator, Vidyard, ZoomInfo, and Gemini.
• Track record of developing BDRs/SDRs and successfully promoting them into Account Executive roles.
• Ability and willingness to travel up to 20% to support the BDR team in territories and at industry events.
• Ability to work in the Dallas, Texas office at least three days per week.

Nice To Haves

• Previous outside sales or field sales experience and understanding of in-person upmarket prospecting and engagements.
• Familiarity with MEDDPICC.

Responsibilities

• Mentor and develop BDRs, with the goal of promoting them into Account Executive roles.
• Lead the BDR/AE team and maintain high performance against aggressive targets.
• Drive outbound strategy and work with leadership to build and refine the playbook for an untapped upmarket.
• Champion the Challenger Sales methodology and coach reps on complex upmarket conversations.
• Travel in-territory with BDRs approximately twice per quarter to provide on-the-ground coaching and support outside sales initiatives.
• Partner with Marketing, Communications, and C-Suite executives to execute targeted account-based outbound campaigns using Demandbase intent data.
• Oversee daily team activities and quota attainment, maintaining a consistent flow of Sales Qualified Leads into Salesforce.
• Guide the team in using Gemini, ZoomInfo, Vidyard, LinkedIn Sales Navigator, and Gong for research, prospecting, multi-threading, and call coaching.

Benefits

• Opportunities for growth and compelling total rewards.
• Coaching and mentorship from experienced leaders.
• Time and tools to develop skills.
• Hybrid work environment designed to support flexibility, connection, and collaboration.

What This Job Offers

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