Account Executive, SMB

Apollo.io; Salt Lake City (UT); Hybrid; USD 50,000 - 90,000; Full time

Job summary

Join a rapidly growing SaaS company as an Account Executive focusing on small and medium businesses. In this role, you will manage the entire sales cycle, drive growth, and engage entrepreneurs in understanding Apollo.io's powerful solutions. Ideal candidates will bring strong sales skills, adaptability, and a proven track record in sales excellence.

Benefits

Deep investment in growth and resources

Collaborative team environment

Opportunities for innovation and risk-taking

Qualifications

• 1-5 years experience handling high-volume inbound sales opportunities.
• Proven track record as a top performer.
• Strong communicator able to influence stakeholders.

Responsibilities

• Lead the entire sales cycle from discovery to closing.
• Conduct 5-8 initial discovery calls daily.
• Maintain a consistent pipeline growth of at least 3x month-over-month.

Skills

Sales Skills

Consultative Selling

Communication

Adaptability

Education

Bachelor's Degree

Tools

Salesforce

Job description

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. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, 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.

Join Apollo as an Account Executive in our dynamic Small and Medium Business (SMB) segment, serving businesses with 1 to 200 employees. In this role, you’ll play a critical part in driving growth and guiding entrepreneurs, sales leaders, and operations professionals through their evaluation of Apollo’s powerful, all-in-one sales platform.

What You'll Do:

Pipeline & Sales Process Execution:

• Lead the entire sales cycle—from initial discovery and product demonstrations to negotiation and closing—typically within 30 days.
• Manage predominantly inbound leads, identifying and nurturing relationships with potential clients.
• Conduct 5-8 initial discovery calls daily, facilitating 25-40 weekly meetings, and generating approximately 14 qualified (Stage 2) opportunities per week.
• Maintain a consistent pipeline growth of at least 3x month-over-month.
• Confidently close around 15 deals monthly, ranging from $5,000 to $20,000 each.
• Consistently meet or exceed a quarterly sales quota of $165,000 ($55,000/month).
• Skillfully manage your schedule to balance buyer research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings.
• Effectively handle objections and confidently drive conversations to closure.

Sales Strategy & Deal Management:

• Master the Discovery phase—asking strategic, consultative questions to uncover customer challenges and align Apollo’s solutions.
• Build strategic relationships within client companies, primarily engaging with Directors and above in Sales, Marketing, and Revenue Operations.
• Provide clear, accurate pipeline forecasting, confidently predicting outcomes within a 10% margin.

More About You:

• Contribute proactively with innovative ideas that align with Apollo’s culture, values, and growth vision.
• Engage authentically within a diverse, inclusive, and high-performing team environment.
• Maintain clarity and drive toward daily, weekly, and monthly objectives with a consistently positive, growth-oriented mindset.
• Embrace accountability, learning equally from successes and setbacks.

What We're Looking For:

• 1-5 years experience handling high-volume inbound sales opportunities.
• 1+ years closing experience, preferably in SaaS or technology sales.
• Proven track record as a top performer.
• Exceptional consultative selling skills, able to clearly link Apollo’s capabilities to customer pain points.
• Comfortable thriving in a fast-paced, target-driven environment with a history of exceeding revenue goals.
• Goal-oriented, collaborative individuals passionate about problem-solving.
• Strong communicator able to influence stakeholders across technical and non-technical roles.
• Agile learner who quickly adapts to new technologies and strategies.
• Coachable with an eagerness to learn, grow, and elevate their skillset.

We are AI Native

Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.

Why You’ll Love Working at Apollo

At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.

We invest deeply in your growth, ensuring you have the resources, support, and autonomy toown your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.

If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.

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