Business Development Representative Jobs in California
Business Development Representative jobs in California are among the most active in the country, concentrated in SaaS, fintech, cybersecurity, and enterprise software across a wide range from entry-level SDRs to senior BDRs managing complex outbound pipelines. San Francisco, Los Angeles, and San Diego are the primary hiring hubs, where companies like Salesforce, Adobe, and ServiceNow maintain large sales development teams. The most in-demand specializations right now are outbound prospecting for mid-market accounts, pipeline generation for cloud and security products, and partner channel development. Find a role that fits below and apply directly.
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Showing 5 of 290+ Business Development Representative jobs
INTRODUCTION
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 Business Development Representative - Upmarket (Corporate or Horizon BDR) is a key player that will continue to fuel AppFolio’s growth within the top of the Enterprise market by assisting with strategy, pipeline development and enhancing brand awareness. The ideal candidate is local to either Dallas, TX, Santa Barbara, CA, or San Diego, 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 Corporate/Horizon Account Executives to qualify prospects and learn additional sales tactics to win deals together
- Update and maintain Salesforce and Gong databases 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 (Salesforce and Gong)
- 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
QUALIFICATIONS
- 3+ years work experience, within a BDR/Sales role preferred
- Exceptional level of drive and passion for results
- Willingness to learn new skills and build a career in sales
- PropTech experience preferred
- Travel Expected - up to 30%
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: $93,600.00-109,220.80 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.
Regular full-time employees are eligible for benefits - see here.
We accept applications on an ongoing basis.
INTRODUCTION
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 Business Development Representative - Upmarket (Corporate or Horizon BDR) is a key player that will continue to fuel AppFolio’s growth within the top of the Enterprise market by assisting with strategy, pipeline development and enhancing brand awareness. The ideal candidate is local to either Dallas, TX, Santa Barbara, CA, or San Diego, 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 Corporate/Horizon Account Executives to qualify prospects and learn additional sales tactics to win deals together
- Update and maintain Salesforce and Gong databases 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 (Salesforce and Gong)
- 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
QUALIFICATIONS
- 3+ years work experience, within a BDR/Sales role preferred
- Exceptional level of drive and passion for results
- Willingness to learn new skills and build a career in sales
- PropTech experience preferred
- Travel Expected - up to 30%
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: $93,600.00-109,220.80 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.
Regular full-time employees are eligible for benefits - see here.
We accept applications on an ongoing basis.
See All 290+ Business Development Representative Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
Find JobsBusiness Development Representative Jobs by City in California
Where California roles are concentrated, by current openings.
Business Development Representative Job Market in California
A snapshot from current California openings, updated as new roles post.
Who's Hiring
- Northwestern Mutual18
- State Farm16
- First American11
- Herc Rentals9
- Fiserv8
Top Industries Hiring
- Technology & Software100
- Insurance42
- Construction & Real Estate22
- Consulting & Professional Services17
- Distribution & Wholesale11
What California Employers Look For
The qualifications that appear most often in business development representative jobs across California.
- Bachelor's degree in business, marketing, communications, or a related field preferred
- Demonstrated experience with CRM platforms such as Salesforce or HubSpot
- Proven ability to conduct high-volume outbound prospecting via phone and email
- Familiarity with sales engagement tools like Outreach, SalesLoft, or ZoomInfo
- Strong written and verbal communication skills for executive-level outreach
- Experience selling into specific verticals such as technology, healthcare, or financial services
Business Development Representative Jobs in California: Frequently Asked Questions
How do you become a business development representative in California?
The role requires no state-issued license or certification in California, making the path relatively accessible. Most California employers expect a bachelor's degree in business, communications, or a related field, though some hire candidates with equivalent sales experience. Many SaaS and tech companies in the Bay Area and Los Angeles specifically recruit from bootcamps and inside sales programs. Completing certifications from recognized sales training organizations strengthens a candidacy considerably in California's competitive market.
How much do business development representatives make in California?
Business development representatives in California earn a median of about $80,850 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $43,240 for the lowest 10% to over $168,720 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire business development representatives in California?
Employers hiring business development representatives in California right now include Northwestern Mutual, State Farm, and First American, based on current listings on Migrate Mate as of June 2026. California's concentration of enterprise software, cybersecurity, and cloud infrastructure companies means demand is especially consistent in the Bay Area and Los Angeles corridors.
Which California cities have the most business development representative jobs?
San Francisco, Los Angeles, and Sacramento lead California for business development representative openings. San Francisco's dominance reflects its density of SaaS and venture-backed technology headquarters, while Los Angeles hiring is driven by media tech, e-commerce, and fintech firms, and San Diego's market is anchored by life sciences and defense technology companies that maintain active sales development teams.
Are there remote business development representative jobs in California?
Yes, and more than most fields. About 18% of business development representative openings tied to California are remote or hybrid as of June 2026, reflecting that outbound prospecting and pipeline work is well-suited to distributed teams. Purely inbound or partner-facing roles that involve on-site client engagement tend to require a physical presence in a California metro.
How can I get hired as a business development representative in California with little or no experience?
The most realistic entry path is a sales development or inside sales associate role at a mid-size California SaaS company, where formal ramp programs are common and promotion cycles to full BDR are short. Large California employers like Salesforce and Adobe run structured new-grad sales programs that accept candidates without direct experience. Lateral moves from customer success, account coordination, or retail management are widely accepted as qualifying backgrounds. Completing a recognized sales methodology certification gives an edge when competing against more experienced candidates.
Where can I find and apply to business development representative jobs in California?
You can find and apply to business development representative jobs in California on Migrate Mate, which lists current California openings across industries and experience levels. Find roles that fit your background and apply directly to the ones that match.
See All 290+ Business Development Representative Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
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