Account Executive, SMB

Apollo.io•Salt Lake City, UT

3d•$120,000 - $140,000•Hybrid

About The Position

Apollo.io is hiring an Account Executive for its Small and Medium Business (SMB) segment, serving businesses with 1 to 200 employees. The role guides entrepreneurs, sales leaders, and operations professionals through evaluating Apollo’s all-in-one sales platform and contributes to company growth. The Account Executive owns the full sales cycle, from discovery and product demonstrations through negotiation and closing, typically within 30 days. The role primarily manages inbound leads and requires a high volume of discovery calls and weekly meetings. Account Executives are expected to develop and maintain pipeline, close approximately 15 deals per month, and meet or exceed a quarterly quota of $165,000. They balance prospect research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings. The role involves consultative discovery, building relationships with Directors and above in Sales, Marketing, and Revenue Operations, handling objections, and providing accurate forecasts. The successful candidate contributes proactively, works collaboratively in a diverse and inclusive team, maintains focus on objectives, and embraces accountability and continuous learning. The position requires working from Apollo’s Lehi office three days per week.

Requirements

1–3 years of experience handling high-volume inbound sales opportunities.
At least 1 year of closing experience, preferably in SaaS or technology sales.
A proven track record as a top performer.
Exceptional consultative selling skills and the ability to connect Apollo’s capabilities to customer pain points.
Ability to thrive in a fast-paced, target-driven environment and a history of exceeding revenue goals.
Goal-oriented, collaborative approach and a passion for problem-solving.
Strong communication skills and ability to influence technical and non-technical stakeholders.
Ability to learn quickly and adapt to new technologies and strategies.
Coachability and eagerness to learn, grow, and improve skills.
Willingness to work from the Lehi office three days per week.

Nice To Haves

Closing experience in SaaS or technology sales.

Responsibilities

Lead the entire sales cycle, from initial discovery and product demonstrations to negotiation and closing, typically within 30 days.
Manage predominantly inbound leads and identify and nurture relationships with potential clients.
Conduct 5–8 initial discovery calls daily and facilitate 25–40 meetings weekly.
Generate approximately 14 qualified (Stage 2) opportunities per week.
Maintain consistent pipeline growth of at least 3x month-over-month.
Close approximately 15 deals monthly, with deal values ranging from $5,000 to $20,000.
Meet or exceed a quarterly sales quota of $165,000 ($55,000 per month).
Manage time across buyer research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings.
Handle objections and drive sales conversations toward closure.
Ask strategic, consultative discovery questions to uncover customer challenges and align Apollo’s solutions to them.
Build strategic relationships within client companies, primarily with Directors and above in Sales, Marketing, and Revenue Operations.
Provide clear, accurate pipeline forecasts, predicting outcomes within a 10% margin.
Contribute ideas aligned with Apollo’s culture, values, and growth vision.
Engage authentically in a diverse, inclusive, high-performing team and maintain focus on daily, weekly, and monthly objectives.
Take accountability and learn from both successes and setbacks.