Account Executive, SMB

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 270 million B2B contacts, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members. Apollo.io is growing rapidly, with 900% revenue growth since 2021, and is looking for world-class talent to keep building with us.

Position Overview: As an Account Executive within our SMB segment, you will drive new business and expansion revenue across Apollo’s largest customer segment made up of very small businesses.

As leads from these companies come Inbound, you will be the main point of contact to guide founders, Sales and Operations professionals through their evaluation of Apollo’s all-in-one Sales platform, as well as provide consultative guidance to help these businesses develop their pipeline generation strategy. 

Responsibilities: 

• Lead the full deal cycle from lead to close across discovery, product demonstrations, trials, pricing negotiation, and closing. 
• Work with a variety of global clients ranging from solo founders, to small Sales teams, to agencies/resellers across a wide range of industries. 
• Drive urgency in deals by setting next steps and identifying compelling events. 
• Utilize effective time management to prioritize and execute seamlessly across a high volume of deals, with close attention to detail and timely customer responses. 
• Maintain strong Salesforce hygiene and process adherence on a regular basis. 
• Develop 3x pipeline coverage towards monthly quota and provide accurate weekly revenue forecasts to Sales management. 
• Continuously learn about product, pricing, personas, processes through attending Sales training as well as seeking out information as needed to win deals. 
• Be proactive, scrappy and resourceful in seeking answers to questions about product, security and legal. 
• Seek opportunities to improve our Sales process and motion; Test new ideas and share feedback with peers and management. 

Qualifications: 

• 3+ years of total work experience; startup and/or SaaS experience a plus 
• 2+ years of experience in sales, including experience in a full cycle closing role (B2B SaaS closing experience preferred) 
• Has experience working in a fast-paced environment, while delivering high-quality work and consistently exceeding revenue targets 
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles 
• Adaptable with the ability to pick up new technologies, assess situations quickly, and look for smarter, better ways to achieve goals 
• Coachable— loves to learn, receive feedback and up-level their skills

What You’ll Love About Apollo

Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees’ careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You’ll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We’re very collaborative at Apollo, so you’ll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You’ll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you’ll have a whole team remotely by your side to help you do it!