Horizon Business Development Representative

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 Horizon Business Development Representative (BDR) serves as an elite sales development professional within our organization, acting as a strategic partner to your account executive partners. Operating at the highest tier of our sales development team, you will focus on entering large-scale enterprise accounts with residential portfolios of 5,000+ units. This role requires an individual who can navigate complex buying committees, build compelling business cases, and model excellence for the broader team.

In this role, you will execute a highly strategic sales development methodology. Guided by the frameworks found in our BDR playbooks, you will design comprehensive quarterly territory plans in lockstep with your Account Executive partners to maximize pipeline velocity. Furthermore, you will serve as an operational anchor by maintaining the strict qualification and handoff standards, ensuring every opportunity transitioned to our account executive team is deeply researched, and positioned for conversion.

Your impact

• Strategic Enterprise Targeting: Lead deep-dive account mapping and strategic planning for your top 20 enterprise accounts, penetrating complex corporate org charts to unlock opportunities within portfolios of 5,000+ units.

• Executive Presence & Alignment: Engage directly with Director, VP, and C-level executives, leveraging value based discovery and ROI-driven financial language to highlight the cost of inaction.

• Advanced Multi-Channel Prospecting: Independently source more than 70% of your sales pipeline through highly customized outbound plays, specialized multi-channel campaigns, and localized executive gifting strategies.

• Rigorous Qualification Excellence: Adhere to high data-integrity standards by fully verifying key account intelligence. 

• Account Executive Co-Orchestration: Establish a unified front with your closing partner by leading pre-call strategy sessions in advance of introduction meetings and conducting dedicated post-call debriefs to continuously optimize pipeline conversion.

• Sustained Operational Activity: Execute a disciplined daily operating rhythm consisting 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 8+ face-to-face qualified interactions per month.

• Peer Mentorship & Leadership: Serve as a culture bearer and mentor within the business development org, actively running peer call and deal reviews, and set the example for top tier outbound outreach. 

Qualifications

• 2+ years of documented track record of success in an outbound B2B SaaS sales role, with specific experience prospecting into enterprise-level accounts or navigating highly complex corporate structures.

• Proven history of consistently meeting or exceeding core sales performance indicators (such as qualified meetings booked, pipeline revenue contribution, or unit-based volume targets).

• Expertise in consultative discovery, deep exception-handling capabilities, and a polished presentation style suitable for C-suite interactions.

• Demonstrated ability to maintain high outbound performance benchmarks, including an emphasis on high-quality email engagement and meaningful connected call durations.

• Strong understanding of persona-specific messaging, with the ability to shift value propositions seamlessly between operational efficiency, financial risk mitigation, and executive growth goals.

• Comfort with localized outside sales initiatives, field prospecting environments, and professional networking at major industry events.

• Strong organizational and collaborative skills, with a track record of building high-performing, mutually accountable partnerships with closing reps or cross-functional team members.

• Hands-on experience and proficiency utilizing modern enterprise sales engagement platforms (such as Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, and Account-Based Marketing intent data tools).

• Demonstrated growth in prior roles and career goals to grow into an Account Executive or adjacent role in our revenue organization 

• Willingness and ability to travel up to 20% (required 3x per quarter) to execute intensive in-territory fieldwork, attend industry conferences, and support field campaigns.

• Ability to work in-office at least 3 days per week in our Dallas, TX

Location Find out more about our locations by visiting our site. This role requires working in-office at least 3 days per week out of our offices, with additional travel up to 20% required for in-territory fieldwork or events.

Compensation & Benefits The compensation that we reasonably expect to pay for this role is: $97,344.02 - $114,030.95 [base pay / OTE]. The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity. Please note that compensation is just one aspect of a comprehensive Total Rewards package. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits - see here.

We accept applications on an ongoing basis.