Business Development Representative - Upmarket

Your impact

• 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.

Qualifications

• 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.

Must have

• Hands-on proficiency with modern enterprise sales engagement platforms, including Salesforce, Gong, LinkedIn Sales Navigator, ZoomInfo, 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% (required 3x per quarter) for in-territory fieldwork, industry conferences, and field campaigns.
• Ability to work in-office at least 3 days per week in our Dallas, TX, Santa Barbara, CA or San Diego, CA office.

Location

All late-stage candidates complete an in-person meeting with an AppFolian as part of our hiring process.

Compensation & Benefits

The compensation that we reasonably expect to pay for this role is: $97,344.02-$114,030.95 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.
• We accept applications on an ongoing basis.