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Business Development Representative

Santa Barbara, CA
Hi, We’re AppFolio  

We’re innovators, changemakers, and collaborators. We’re more than just a software company – we’re pioneers in cloud and AI who deliver magical experiences that make our customers’ lives easier. We’re revolutionizing how people do business in the real estate industry, and we want your ideas, enthusiasm, and passion to help us keep innovating.

What we’re looking for   

Confident, ambitious self-starters seeking to showcase their potential and who want to add value to the company. The Business Development Representative (BDR) is a key player that has fueled AppFolio’s growth since 2013 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.   

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


Your impact    

  • Make 50 outbound calls per day with the intent to qualify leads, build relationships with property managers, and develop new sales opportunities from cold accounts
  • Partner with Account Executives to qualify prospects and learn additional sales tactics to win deals together 
  • Update and maintain Salesforce and SalesLoft database with new notes and intel gathered from conversations with prospects
  • Report on weekly results, both qualitative and quantitative
  • Expand knowledge of industry as well as the competitive posture of the company


Your first 30 days   

  • Confidently make calls to prospects using our sales methodology and tactics
  • Develop understanding of AppFolio’s value and competitive advantages
  • Pitch AppFolio value propositions to prospects 
  • Leverage several sales enablement tools and processes to hit key metrics for performance ( and Salesloft)
  • Form relationships with team members and key players on the BDR, Sales and Marketing teams


Your first 60 days   

  • Identify target accounts with Account Executives and have strategic conversations 
  • Experiment with different prospecting methods (calls, emails, LinkedIn, Vidyard)
  • Effectively execute on marketing campaigns to increase brand awareness  


Your first 90 days   

  • Growth in autonomy and ownership of strategy 
  • Lead team huddles and discussions
  • Consistently meet performance objectives and metrics (daily activities, weekly targets, and monthly quota)
  • Partner with leadership to review performance and develop career goals 



  • 1+ year work experience.
  • Positive, can-do attitude. 
  • Exceptional level of drive and passion for results.
  • Willingness to learn new skills and build a career in sales.

Compensation & Benefits

The base hourly wage that we reasonably expect to pay for this role is: $22.60   

The actual base salary/hourly wage for this role will be determined by a variety of factors, including but not limited to: the candidate’s skills, education, experience, etc.    

Please note that base pay is one important aspect of a compelling Total Rewards package. The base pay range indicated here does not include any additional benefits or bonuses/commissions that you may be eligible for based on your role and/or employment type.

Regular full-time employees are eligible for benefits including but not limited to: 

  • Paid Time Off (PTO)    

  • Medical, dental, and vision benefits    

  • Long-term and short-term disability insurance   

  • 401(k)   

  • Wellness benefits   

Interns / full-time temporary / eligible variable hour employees are eligible for benefits including but not limited to:   

  • Medical   

  • 401(k)   

  • Wellness benefits   

We accept applications on an ongoing basis.   


Client-provided location(s): Santa Barbara, CA, USA
Job ID: ohWtpfwP
Employment Type: Other