Horizon Business Development Representative

The Horizon Business Development Representative (BDR) role focuses on reintroducing AppFolio to top strategic account executives and accelerating pipeline and conversion for property management organizations scaling their renter services across the U.S. This position supports structured onboarding, territory outreach, and hybrid collaboration from Richardson, TX.

What You Will Do

• Conduct deep-dive account mapping and strategic planning for your top accounts, targeting opportunities with leading property management organizations.
• Maintain strong data hygiene in Salesforce and use sales acceleration tools to operate your territory like a business, including Gong, Gemini, Claude, Actively AI, and Sales Navigator.
• Run strategic, multi-channel outreach to forward-looking executives using email, phone, LinkedIn, and in-person engagement.
• Build an ongoing, close working relationship with your account executives to refine pipeline conversion over time.
• Travel into your territory to engage and convert new business 3 times per quarter (by flight or drive).
• Participate in team strategy sessions, share best practices, and contribute to a culture of collective success.

Required Experience and Qualifications

• Proven ability to leverage technology to optimize workflows and generate high-quality pipeline.
• Composure under pressure, including recovering quickly from unexpected situations such as flight cancellations or outreach mistakes.
• Interest in collective success through curiosity and strong interpersonal engagement.
• Ability to support sales floor productivity by making calls alongside peers at least 3 days per week from the Dallas, TX office.
• Willingness and ability to travel into territory up to 20% (required 3x per quarter).
• Clear communication skills that keep leadership and business partners informed.
• A problem-solving mindset, viewing interactions with people and accounts as opportunities to uncover solutions.
• An always-learning approach to owning ongoing personal and professional sales development.
• 2+ years of professional office experience, including at least 1+ year in a sales or customer-facing role; experience in real estate is a plus.
• Proficiency in Salesforce CRM and familiarity with modern sales technology.
• Strong written and verbal communication skills.
• Willingness to learn new skills and build a career in sales.

Sales Enablement and Onboarding Timeline

• First 30 days: absorb industry knowledge and sales methodology (including Challenger, Sandler, and more) from the top Account Executives in the organization.
• By Day 60: prepare for the first flight into your territory.

Tools and Technologies

• Salesforce
• Gong
• Gemini
• Claude
• Actively AI
• Sales Navigator
• LinkedIn

Location and Work Schedule

This role is based in Richardson, TX and is hybrid. The position requires working in-office at least 3 days per week from the company offices, with additional travel up to 20% for in-territory fieldwork or events.

Compensation and Benefits

The expected compensation range for this role is $97,344.02 - $114,030.95 (base pay / OTE). Final compensation will be determined based on factors including skills, education, experience, and internal equity.

• Regular full-time employees are eligible for benefits (see here).
• Applications are accepted on an ongoing basis.