Account Executive, SMB at Apollo.io

Austin, Texas, United States

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Not SpecifiedCompensation

Junior (1 to 2 years), Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, TechnologyIndustries

Requirements

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

Responsibilities

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
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

Skills

Key technologies and capabilities for this role

B2B SalesSales Pipeline ManagementDiscovery CallsProduct DemonstrationsNegotiationDeal ClosingInbound LeadsLead NurturingQuota Attainment

Questions & Answers

Common questions about this position

What is the sales quota for this Account Executive role?

The role requires consistently meeting or exceeding a quarterly sales quota of $165,000 ($55,000/month), with expectations to close around 15 deals monthly ranging from $5,000 to $20,000 each.

Is this Account Executive position remote or office-based?

This information is not specified in the job description.

What key skills are needed for the Account Executive, SMB role?

Key skills include leading the full sales cycle from discovery to close, conducting discovery calls with consultative questioning, handling objections, pipeline forecasting within 10% accuracy, and managing Salesforce administration.

What is the company culture like at Apollo.io?

Apollo.io fosters a dynamic, diverse, inclusive, and high-performing team environment that values proactive contributions with innovative ideas aligned to its culture, values, and growth vision, along with accountability and a positive, growth-oriented mindset.

What makes a strong candidate for this Account Executive position?

Strong candidates can manage a high-volume sales process, including 5-8 daily discovery calls and 25-40 weekly meetings, maintain 3x month-over-month pipeline growth, generate 14 qualified opportunities weekly, and consistently hit quotas while building strategic relationships with Directors and above.

Apollo.io

Sales intelligence and engagement platform

About Apollo.io

Apollo.io provides a platform designed to enhance sales processes and improve outreach for businesses. Its main features include prospecting intelligence, which helps users identify and research potential leads, and enrichment job change alerts that keep databases accurate with extensive data points. The platform also offers sales engagement analytics, allowing users to create multi-channel outreach sequences. Additionally, Apollo.io supports API integrations for data enrichment and custom workflows. Unlike many competitors, Apollo.io focuses on a subscription-based model that offers various pricing tiers, catering to both small businesses and large enterprises. The company's goal is to optimize sales strategies and increase revenue for its clients while ensuring data privacy and security through compliance with industry standards.

San Francisco, CaliforniaHeadquarters

2015Year Founded

$244.3MTotal Funding

SERIES_DCompany Stage

Enterprise Software, CybersecurityIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Flexible Spending Account (FSA)

Health Savings Account (HSA)

Financial Planning

Risks

Rapid growth may strain Apollo.io's operational capabilities and customer service.

New executive hires could lead to strategic shifts misaligned with customer expectations.

Emerging competitors like Zitadel may challenge Apollo.io's market position.

Differentiation

Apollo.io offers verified contact data for over 210 million B2B contacts.

The platform integrates sales intelligence with engagement tools in one unified solution.

Apollo.io's compliance with ISO, SOC 2, and GDPR ensures high data security standards.

Upsides

Apollo.io ranked 125 on the 2024 Deloitte Technology Fast 500 with 954% growth.

The company raised $250 million, reaching a valuation of $1.6 billion.

Apollo.io's multi-channel outreach aligns with rising sales engagement trends.

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