Business Development Representative - Upmarket

App Folio 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 Business Development Representative (BDR) - Upmarket is a high-performing sales development professional who serves as a strategic partner to their Territory Account Executive(s). Operating within App Folio's Upmarket segment, you will focus on engaging property management organizations managing residential portfolios of 1,500 units and above. This is a displacement sale into organizations with existing technology, which means the ability to build a compelling business case, navigate complex buying committees, and run a disciplined prospecting motion is essential.

Placement into a Corporate or Horizon segment account territory will be based on experience, skills, and business need.

• Strategic Account Targeting: Lead account mapping and territory planning across your assigned accounts, identifying key contacts across operational, financial, and executive personas to consistently unlock new pipeline opportunities.

• Business Presence & Alignment: Engage confidently with Accounting, Operations, VP, and C-level contacts, leveraging value-based discovery and ROI-driven conversations tailored to each persona's priorities and pain points.

• High-Velocity Multi-Channel Prospecting: Independently source more than 80% of your pipeline through customized outbound plays, multi-channel campaigns, and targeted account-based strategies that balance quality and volume.

• Rigorous Qualification Excellence: Maintain high data-integrity standards by fully verifying account intelligence and ensuring every opportunity transitioned to your AE partner is thoroughly researched and positioned for conversion.

• Account Executive Co-Orchestration: Build a unified front with your closing partner through pre-call strategy sessions ahead of introduction meetings and structured post-call debriefs to continuously improve pipeline conversion.

• Sustained Operational Activity: Execute a disciplined daily operating rhythm of 30 dials and 15 highly personalized emails to consistently generate 2 quality conversations per day and 6–8 qualified opportunities per month.

• Regional Field Strategy: Travel in-territory 3x per quarter to execute localized prospecting blitzes, support field marketing initiatives, and secure face-to-face qualified interactions with key accounts.

• Peer Mentorship & Leadership: Contribute to team culture by participating in peer call reviews, sharing best practices, and modeling the outbound standard for the broader business development organization.

• 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, Linked In Sales Navigator, Zoom Info, 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%…