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What are the key skills and qualifications needed to thrive as a Business Development Representative, and why are they important?

To thrive as a Business Development Representative, you need strong communication, sales acumen, and a solid understanding of market research, typically supported by a bachelor's degree in business or a related field. Familiarity with CRM software like Salesforce, lead generation tools, and sales automation platforms is commonly required. Outstanding interpersonal skills, resilience, and the ability to build rapport help set top performers apart. These capabilities are crucial for identifying new business opportunities, building client relationships, and driving company growth.

What are some common challenges faced by Business Development Representatives, and how can they be overcome?

Business Development Representatives (BDRs) often encounter challenges such as reaching decision-makers, handling rejection, and balancing prospecting with follow-up tasks. Overcoming these hurdles requires resilience, strong communication skills, and strategic time management. Successful BDRs leverage CRM tools, research prospects thoroughly, and continuously refine their outreach techniques to improve response rates. Collaborating closely with sales and marketing teams also helps in sharing insights and refining messaging for better results.

What are Business Development Representatives?

Business Development Representatives (BDRs) are sales professionals who focus on prospecting, qualifying leads, and setting up meetings for the sales team. They initiate contact with potential clients—primarily through cold calls, emails, and networking—to generate interest in a company's products or services. BDRs play a crucial role in the early stages of the sales cycle by identifying business opportunities and helping to grow the customer base. Their work allows account executives and senior sales staff to focus on closing deals with well-qualified leads. The position often serves as an entry point to a career in sales or business development.

What is the difference between Business Development Representative vs Sales Development Representative?

AspectBusiness Development RepresentativeSales Development Representative
Primary FocusIdentifying new business opportunities and building strategic partnershipsGenerating and qualifying leads to support sales
Work EnvironmentOften involves outreach, networking, and strategic planningPrimarily cold calling, emailing, and lead qualification
Required SkillsCommunication, negotiation, market researchProspecting, communication, CRM proficiency
Industry UsageCommon in B2B, tech, and SaaS sectorsWidely used in sales-driven industries

While both roles focus on growth, Business Development Representatives focus on strategic partnerships and new markets, whereas Sales Development Representatives concentrate on lead generation and qualification to support the sales team.

What other companies are hiring for Business Development Representative jobs?
What are the most popular jobs at Appfolio?
What are the most popular categories at Appfolio?
Infographic showing various Business Development Representative job openings at Appfolio in the United States as of May 2026, with employment types broken down into 100% Full Time. Highlights an 79% Physical, 7% Hybrid, and 14% Remote job distribution.

Growth Business Development Representative - SMB

AppFolio

Santa Barbara, CA

$74.29K/yr

Full-time

Posted 6 days ago

Job description

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.
 
We are looking for confident, ambitious self-starters seeking to showcase their potential and who want to add value to the company. The Growth Business Development Representative - SMB (BDR SMB) is a key player in fueling AppFolio’s future growth by assisting in pipeline development and enhancing brand awareness for our growth product suite. This entry-level sales role is the starting point for a promising career in Software-as-a-Service (SaaS) sales.
 
Your impact 
  • Conduct phone and email based outreach to uncover AppFolio Customer needs, goals and challenges that can be solved with AppFolio solutions, maintaining weekly call and email key performance indicators prescribed by management.
  • Coordinate meetings between AppFolio Growth Account Executives and qualified customer contacts to go through a formal discovery process.
  • Execute on both teamwide and personal prospecting strategies outlined by Sales Leadership to meet goals.
  • Leverage the provided technology tools, sales resources and methodologies deployed by the Enablement and Training Team.
  • Maintain active relationships with your Growth Account Executive partners to ensure the pipeline is progressing and vital information is being provided to them.
 
Qualifications 
  • 1+ year work experience
  • Prior Business Development experience is a plus
  • Update and maintain Salesforce and Gong databases with new notes and intel gathered from conversations with prospects
 
Must have
  • Positive, can-do attitude
  • Exceptional level of drive and passion for results
  • Willingness to learn new skills and build a career in sales 
  • Demonstrated adaptability, flexibility and resourcefulness
  • Ability to manage a high volume, fast paced environment
 
Location
Find out more about our locations by visiting our site.
 
Compensation & Benefits
The compensation that we reasonably expect to pay for this role is: $74,285.71 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.

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