Account Executive, New Business (Mid-Market)

Apollo.io

3d•$180,000 - $180,000•Remote

About The Position

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. Apollo.io is seeking a high-energy, results-driven Mid-Market Outbound Account Executive to own net new revenue generation in the 250-1000 employee segment. In this role, you'll be responsible for proactively hunting new business, partnering with Sales Development Managers to drive outreach, and leading prospects through the entire sales cycle—from first touch to close. This role is built for hunters—sales professionals who thrive in outbound motions, love prospecting into senior leaders, and are relentless in building pipeline and closing new business.

Requirements

4+ years as a quota-carrying AE, focused on outbound new business.
Proven top performer—hitting/exceeding quota for at least 3 consecutive quarters.
Strong hunter mentality—comfortable generating 80%+ of pipeline through outbound efforts.
Expert in consultative selling—versed in Sandler, MEDDPIC, or Command of the Message.
Experience selling to C-level executives and revenue teams.

Responsibilities

Generate & Close Net New Business
Own 600+ target accounts, proactively engaging with Director+ level buyers in Sales, Marketing, and RevOps.
Drive 90% outbound new business, creating 3x pipeline coverage to exceed quota.
Run 4+ strategic meetings per day (20+ per week) across discovery, demos, and closing conversations.
Lead full-cycle sales (discovery, demo, pricing, negotiation, and procurement) in a 60-day deal cycle.
Work closely with Sales Development Managers to refine outreach and accelerate pipeline.
Sales Strategy & Execution
Use a data-driven approach to identify and prioritize high-value target accounts.
Execute multi-threaded prospecting across multiple departments to drive stakeholder consensus.
Position Apollo.io as a mission-critical tool for revenue teams.
Maintain pipeline hygiene and forecast revenue within 10% margin accuracy.
Hunter Mentality & Resilience
Relentless prospecting mindset—self-generating 80%+ of pipeline through outbound efforts.
Competitive & resilient—thrives in high-performance sales environments.
Coachable & data-driven—always learning, iterating, and refining sales approach.
Self-starter—proactively identifies and pursues high-value opportunities.