Growth Business Development Representative - SMB

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 Growth Business Development Representative (BDR) - SMB is a key player that fuels AppFolio’s growth by assisting in pipeline development and enhancing brand awareness. This entry-level sales role is the starting point for a promising career in Software-as-a-Service (SaaS) sales. You’ll talk with our existing customers, uncover where our Growth solutions can solve real business problems, and hand qualified opportunities to our Growth Account Executives. We are looking for confident, ambitious self-starters seeking to showcase their potential and add value to the company.

This is a high-volume, metrics-driven role. You’ll make dozens of customer conversations a day, work on an open sales floor, and get coaching every week. If you love talking with people, bounce back quickly from a “no,” and want a clear path toward closing deals, this is for you.

The ideal candidate is local to Dallas, TX, Santa Barbara, CA, or San Diego, CA, as this is a hybrid role reporting to an office hub at least 3 days a week.

Your impact

• Make 55 dials a day, plus email outreach, to existing AppFolio customers to uncover their goals and challenges, and match them to AppFolio Growth solutions.

• Run a structured discovery conversation: identify the customer’s pain, reflect it back, and make the cost of the status quo concrete.

• Qualify opportunities using our framework (Need, Urgency, Priority, Authority) and book meetings between qualified customer contacts and Growth Account Executives.

• Give your Growth AE partners detailed notes on every meeting, and keep Salesforce and Gong records clean and complete.

• Use the tools, resources, and methodologies provided by our Enablement and Training Team, including the Challenger approach, and apply coaching right away.

• Expand your knowledge of the industry and AppFolio’s competitive position.

What you bring

Qualifications

• 1+ year of professional work experience, ideally in a fast-paced, goal-driven environment.

Must have

• A positive, can-do attitude and strong drive for results.

• Adaptability, flexibility, and resourcefulness.

• The ability to manage a high-volume, fast-paced environment.

• A willingness to learn new skills and build a career in sales.

Nice to have

• Prior business development or sales experience.

• Experience with Salesforce or Gong.

• Exposure to real estate, property management, or PropTech.

• Self-directed learning habits, like sales books, podcasts, or certifications such as SPIN.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $74,276.80 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.

About AppFolio
AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business. For more information about AppFolio, visit appfolio.com.

Why AppFolio

Grow | We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drive the growth of our business, and ourselves.

Learn | We partner with you to realize your potential by investing in you from the start. We're cultivating a team of big thinkers through coaching and mentorship with our best-in-class leaders, and giving you the time and tools to develop your skills.

Impact | We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We do this by innovating with purpose while cultivating a culture of impact. We learn as much from each other as we do our customers and our communities.

Connect | We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. We create space to fuel innovation and collaboration, and we come together to celebrate, connect, and succeed.

Paddle as One.

Learn more at appfolio.com/company/careers

Statement of Equal Opportunity

At AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. That’s why we’re a proud Equal Opportunity Employer, and we believe that our products, our teams, and our business are stronger because of it. This means that no matter what race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, marital status, ancestry, physical or mental disability, or medical condition, pregnancy, genetic information, veteran or military status, or any other characteristic protected by law, you’re always welcome at AppFolio.

We are committed to providing an inclusive and accessible candidate experience. If you need a reasonable accommodation at any point in the application or interview process for a disability, pregnancy-related condition, or religious practice, please contact us at [email protected] or (805) 284-0834. You do not need to use any particular wording.