Manager, Upmarket Business Development

About the role

The Manager, Upmarket Business Development will act as a "talent multiplier" to lead, coach, and develop a team of Upmarket Business Development Representatives (BDRs). Reporting to the Sr. Manager of Upmarket Business Development, you will drive outbound pipeline by empowering your team to open doors at the highest levels within target upmarket accounts. Leveraging a modern tech stack, the Challenger Sales methodology, and in-person territory visits, you will thrive under pressure to drive strategy in an untapped market and foster a highly collaborative environment where reps are actively developed into future Account Executives.

Responsibilities

• Career Advancement & Mentorship: Actively mentor and develop BDRs with the primary goal of promoting them into Account Executive roles, maintaining AppFolio’s reputation as a top talent incubator.
• High-Performance Leadership: Lead the top-producing BDR/AE team in the organization, maintaining a standard of excellence and thriving under aggressive targets and high visibility.
• Strategic Market Penetration: Drive outbound strategy to capture market share in a highly lucrative, untapped market, working closely with leadership to iterate and build the playbook from the ground up.
• Methodology Implementation: Champion and reinforce the Challenger Sales methodology, coaching your team to teach, tailor, and take control of complex upmarket conversations while constructively challenging customer assumptions.
• Field Coaching & Travel: Lead from the front lines by traveling in-territory alongside BDRs approximately twice per quarter to provide on-the-ground coaching and support outside sales initiatives.
• Strategy & ABM Execution: Partner with Marketing, Communications, and C-Suite executives to execute targeted, account-based (ABM) outbound campaigns leveraging intent data from Demandbase.
• Pipeline Management: Oversee daily activities and quota attainment of the team, ensuring a consistent and predictable flow of Sales Qualified Leads (SQLs) into Salesforce.
• Modern Outreach & Research: Guide the team in utilizing Gemini and ZoomInfo for advanced market and account research, Vidyard for personalized video prospecting, LinkedIn Sales Navigator for multi-threading, and Gong for call coaching.

Requirements

• 3+ years of experience in B2B SaaS, tech-logistics, or technology sales leadership.
• 1-2+ years directly managing or serving as a team lead for an upmarket/enterprise-focused BDR/SDR team.
• A proven, documented track record of being a top-producing Individual Contributor (IC) prior to stepping into leadership.
• Proven ability to perform and make strategic decisions under pressure within a high-growth, high-expectations environment.
• Deep expertise in formal sales training and development, with strong proficiency coaching to the Challenger Sales methodology (familiarity with MEDDPICC is a plus).
• Previous experience in outside sales or field sales is highly preferred, with a strong understanding of how to prospect and navigate in-person upmarket engagements.
• Experience navigating both early-stage/emerging business motions (untapped markets) and mature, scaling environments with aggressive targets.
• Exceptional written and verbal communication skills, with the ability to cross-collaborate effectively with C-Suite executives, Marketing, and peers.
• Deep, hands-on experience and proficiency driving strategy with core tech stack: Salesforce, Gong, Demandbase, Tableau, LinkedIn Sales Navigator, Vidyard, ZoomInfo, and Gemini.
• Demonstrated ability to act as a "talent multiplier" with a specific track record of successfully promoting BDRs/SDRs into Account Executive roles.
• Willingness and ability to travel up to 20% to support the BDR team in their respective territories and industry events.
• Ability to work in-office at least 3 days per week in the Dallas, TX office location.

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. For more information, visit appfolio.com.

Benefits

• Grow: 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 the business and yourself.
• Learn: Partner to realize your potential by investing in you from the start. Cultivate a team of big thinkers through coaching and mentorship with best-in-class leaders, and provide time and tools to develop skills.
• Impact: Create a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. Innovate with purpose while cultivating a culture of impact.
• Connect: Excel at hybrid work by fostering an environment that feels flexible, personal, and connected, no matter where you are. Create space to fuel innovation and collaboration, and come together to celebrate, connect, and succeed.

Learn more at appfolio.com/company/careers.