Account Executive, SMB

About the role

Apollo.io is a leading SaaS company that helps revenue teams find and engage with over 210 million B2B contacts and 35 million companies globally. Founded in 2015, the company has raised over $250 million and is valued at $1.6 billion.

Responsibilities

• 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 generate 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.

What We're Looking For

• 1-4 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.
• Able to work in the Austin WeWork space 3x per week.

Pay Range

The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.

Benefits

• Equity;
• Company bonus or sales commissions/bonuses;
• 401(k) plan;
• At least 10 paid holidays per year, flex PTO, and parental leave;
• Employee assistance program and wellbeing benefits;
• Global travel coverage;
• Life/AD&D/STD/LTD insurance;
• FSA/HSA and medical, dental, and vision benefits.

Additional Information

The Annual Pay Range for this role is $120,000 - $140,000 USD. 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.