Manager, Upmarket Business Development

AppFolio is more than a company. We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. One in which every experience feels effortless, yet meaningful. Where customers are empowered to take on any opportunity. We show up as one team, connected by our values to be a force for good. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.

The Manager, Upmarket Business Development will act as a "talent multiplier" to lead, coach, and develop our #1 performing team of Upmarket Business Development Representatives (BDRs). Reporting to the Sr. Manager of Upmarket Business Development, you will be instrumental in driving our outbound pipeline by empowering your team to open doors at the highest levels within our 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.

Your impact 

• Career Advancement & Mentorship: Actively mentor and develop your BDRs with the primary goal of promoting them into Account Executive roles, maintaining our 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 the pressure of aggressive targets and high visibility.

• Strategic Market Penetration: Drive outbound strategy and help us 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 your 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 the 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.

Qualifications 

• 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.

Must have

• Deep, hands-on experience and proficiency driving strategy with our 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 our San Diego, CA