Sr. Revenue Operations Analyst - Business Development

Sales San Diego, California Dallas, Texas Santa Barbara, California Remote - San Francisco, CA Remote - Denver, CO Remote - Atlanta, GA Remote - Chicago, IL Remote - Washington DC, United States

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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.
The Sr. Revenue Operations Analyst will be a core member of a high-impact Revenue Strategy & Operations team, focusing on optimizing the performance of our Business Development Representative (BDR) organization. This role blends strategic planning, performance analytics, and operational execution to support pipeline generation and top-of-funnel health. The right candidate is passionate about scaling demand generation engines, driving BDR efficiency, and influencing go-to-market motion through data.
You’ll collaborate closely with Sales Development leaders, Marketing Ops, and Sales Ops to identify key levers for growth, optimize outreach cadences, improve lead conversion, and inform headcount, territory, and incentive planning for the BDR team.
Your impact
  • Partner with BDR leadership to support performance reporting, KPI tracking (e.g., meetings booked, conversion rates, speed-to-lead), quotas, forecasting, and quarterly business reviews
  • Develop dashboards that highlight leading indicators of pipeline health and BDR productivity across segments and verticals
  • Provide insights and recommendations to improve lead routing, prioritization, and response SLAs in coordination with Marketing Ops and Sales Ops
  • Conduct funnel analyses to identify drop-offs and opportunities across the BDR lifecycle — from inbound lead response to outbound prospecting effectiveness
  • Support quarterly and annual planning for BDR capacity, territory assignment, and incentive modeling
  • Partner with Sales Enablement to identify coaching and training needs based on performance analytics
  • Collaborate with RevOps, Marketing, and GTM Systems teams to optimize tools, cadences, automation, and lead scoring/routing mechanisms
  • Help drive alignment between BDR, Sales, and Marketing on goals, definitions, and processes
 
Qualifications
 
  • Self Starter: Ability and expectation to take initiative; Someone who can work with minimal supervision and input to identify and execute against strategic business initiatives
  • Efficiency: Able to produce significant output with minimal wasted effort.  Successfully manage multiple projects from execution through to implementation and optimization
  • Communication: Able to provide a clear communication regarding strategy (what we are doing, why, how it impacts) and present it in a clear, articulate, real, and consistent way across all levels, internally and externally
  • Analytical Skills: Skilled at dissecting data to identify trends, gaps, and opportunities; experience with BDR performance and funnel metrics is a plus
  • BDR Familiarity: Understanding of SDR/BDR workflows, KPIs, and tools (e.g. LeanData, Salesloft, Gong) is strongly preferred
  • Flexibility / Adaptability: Adapts quickly to changing priorities and conditions.  Agile and can lead effectively through change. 
  • Technical Expertise:  Experience in S&M SaaS operations teams utilizing SFDC reporting and analytics platforms to deliver insights. Experience in Tableau, SQL, Advanced Excel/Google Sheets is a plus.
  • Growth Mindset: Positive, owns outcomes and takes responsibility for actions and relationships.
  • Honesty / Integrity: Does not cut corners ethically, earns trust and maintains confidences (this role will have access to company and personal confidential information).
 
Must-Haves 
  • 3+ years of experience in Sales Operations, Marketing Operations, GTM Strategy, or a BDR/SDR leadership support role
  • BA/BS degree or equivalent work experience
  • Experience in SaaS or tech-enabled service environments
  • Demonstrated ability to analyze and improve top-of-funnel performance and BDR impact
  • Experience partnering cross-functionally with Marketing, Sales, and Enablement teams
  • Has strong analytical skills and a structured approach to solving unique business problems
  • Deep experience with Salesforce, SQL and Tableau preferred
  • Strong working knowledge of Salesforce CRM and other GTM tools
 
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: $85,600-107,000.00 [base salary]. 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.
 

About AppFolio

AppFolio is the technology leader powering the future of the real estate industry. Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business. For more information about AppFolio, visit appfolio.com.

Why AppFolio

Grow | We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Our challenging and meaningful work drive the growth of our business, and ourselves.

Learn | We partner with you to realize your potential by investing in you from the start. We're cultivating a team of big thinkers through coaching and mentorship with our best-in-class leaders, and giving you the time and tools to develop your skills.

Impact | We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We do this by innovating with purpose while cultivating a culture of impact. We learn as much from each other as we do our customers and our communities.

Connect | We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. We create space to fuel innovation and collaboration, and we come together to celebrate, connect, and succeed.

Paddle as One.

Learn more at appfolio.com/company/careers

Statement of Equal Opportunity

At AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. That’s why we’re a proud Equal Opportunity Employer, and we believe that our products, our teams, and our business are stronger because of it. This means that no matter what race, color, religion, sex, sexual orientation, gender identification, national origin, age, marital status, ancestry, physical or mental disability, or veteran status, you’re always welcome at AppFolio.

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