Horizon Business Development Representative

AppFolio is a community of dreamers, big thinkers, problem solvers, and active listeners. We deliver innovation built to carry real estate into the future—creating effortless, meaningful experiences that empower customers and transform communities.

About the role

The Business Development Representative (BDR) - Upmarket is a high-performing sales development professional who serves as a strategic partner to Territory Account Executives. You will focus on engaging property management organizations managing residential portfolios of 1,500 units and above, targeting accounts with existing technology through a displacement sale. Success requires building compelling business cases, navigating complex buying committees, and executing a disciplined prospecting motion.

Responsibilities

• Lead account mapping and territory planning across assigned accounts, identifying key contacts across operational, financial, and executive personas to unlock new pipeline opportunities.
• Engage confidently with Accounting, Operations, VP, and C-level contacts using value-based discovery and ROI-driven conversations tailored to each persona’s priorities.
• Independently source more than 80% of your pipeline through customized outbound plays, multi-channel campaigns, and targeted account-based strategies.
• Maintain high data-integrity standards by verifying account intelligence and ensuring every opportunity transitioned to your AE partner is thoroughly researched and positioned for conversion.
• Build a unified front with your closing partner through pre-call strategy sessions and structured post-call debriefs to improve pipeline conversion.
• Execute a disciplined daily operating rhythm of 30 dials and 15 highly personalized emails to generate 2 quality conversations per day and 6–8 qualified opportunities per month.
• Travel in-territory 3x per quarter to execute localized prospecting blitzes, support field marketing initiatives, and secure face-to-face interactions with key accounts.
• Contribute to team culture by participating in peer call reviews, sharing best practices, and modeling the outbound standard for the broader business development organization.

Requirements

• 2+ years of documented success in an outbound B2B SaaS sales role, with experience prospecting into mid-market or enterprise accounts and navigating multi-stakeholder buying processes.
• Proven track record of consistently meeting or exceeding core sales performance indicators, including qualified meetings booked, pipeline contribution, or unit-based volume targets.
• Expertise in consultative discovery and objection handling, with a communication style suited for VP and C-suite interactions.
• Demonstrated ability to maintain high outbound performance benchmarks, including quality email engagement and meaningful connected call durations.
• Strong understanding of persona-specific messaging, with the ability to shift value propositions between operational efficiency, financial risk mitigation, and executive growth goals.
• Comfort with outside sales initiatives, field prospecting environments, and professional networking at industry events.
• Strong organizational and collaborative skills, with a track record of building mutually accountable partnerships with Account Executives and cross-functional team members.
• Hands-on proficiency with modern enterprise sales engagement platforms, including 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% (required 3x per quarter) for in-territory fieldwork, industry conferences, and field campaigns.
• Ability to work in-office at least 3 days per week in our Dallas, TX office.

Pay

The expected on-target earnings (OTE) for this role is $97,344.02–$114,030.95. Actual compensation will be determined by factors such as skills, education, experience, and internal equity. This range does not include additional benefits or discretionary bonuses.

Benefits

Regular full-time employees are eligible for a comprehensive benefits package. Learn more here.

About AppFolio

AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable customers to connect communities, increase operational efficiency, and grow their business.

Why AppFolio

• Grow: We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Challenging and meaningful work drives the growth of our business and ourselves.
• Learn: We invest in your potential from the start through coaching, mentorship, and development tools to help you realize your skills.
• Impact: We create a world where living in, investing in, managing, and supporting communities feels effortless, freeing people to thrive through purposeful innovation and collaboration.
• Connect: We excel at hybrid work by fostering flexibility, personal connection, and innovation—no matter where we are. We come together to celebrate, connect, and succeed.