Account Executive, Mid-Market

About Apollo.io

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.

Mid Market Account Executive Role

As a Mid Market Account Executive (200 - 1000+ employees) at Apollo.io, your primary focus will drive new business revenue across Apollo’s mid-market businesses. When leads come in from these companies, 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, while offering consultative guidance to help them develop their pipeline generation strategy.

A Day in the Life

Pipeline & Sales Process Execution

• Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 60 days or less.
• Manage a pipeline of primarily inbound prospects to identify, engage, and develop relationships with potential buyers.
• Responsible for taking 4 net new meetings per day, running 20 meetings per week.
• Consistently create 3x pipeline coverage.
• Achieve and exceed monthly and quarterly quotas.
• Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, salesforce.com hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.

Sales Strategy & Deal Management

• Proficient in the sales process, and specifically the Discovery step. Asking questions to quantify the pain in a consultative way and actively listening to tie back to value and business driven outcomes.
• Collaborate with businesses that have a minimum of 200 employees.
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
• Clearly articulate and overview of your pipeline and deals in your funnel at each stage.
• Accurately predicting your most likely outcome within a 10% margin.

Mindset and Behaviors

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
• Engage as your unique self in a diverse, inclusive and high-performing team.
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
• Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them.
• Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embody a team selling approach. Proactively engaging with leadership to support selling.

Qualifications

• Minimum 2-3 years of quota-carrying direct Account Executive experience.
• Proven track record of consistently meeting targets, min of 3 trailin