Account Executive, SMB

Apollo.io•Salt Lake City, UT

13d•$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 supports entrepreneurs, sales leaders, and operations professionals as they evaluate Apollo’s all-in-one sales platform. The Account Executive manages predominantly inbound sales opportunities and the full sales cycle, typically closing within 30 days. The role is based in a hybrid arrangement requiring three days per week in Apollo’s Lehi office. The position involves a high volume of discovery calls and meetings, pipeline development, product demonstrations, negotiations, and closing. The Account Executive is expected to close approximately 15 deals per month, with deal sizes ranging from $5,000 to $20,000, and meet or exceed a quarterly quota of $165,000. The role also requires accurate pipeline forecasting, strategic customer discovery, relationship-building with senior stakeholders, and disciplined management of sales activities and Salesforce administration. Apollo describes itself as an AI-native company with a culture of continuous improvement, ownership, urgency, learning, collaboration, and experimentation. The company provides resources, support, and autonomy to help employees develop and make an impact.

Requirements

1–3 years of experience handling high-volume inbound sales opportunities.
At least 1 year of closing experience; SaaS or technology sales experience is preferred.
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 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.
Coachable, with eagerness to learn, grow, and improve skills.
Must be willing to work in the Lehi office 3 days per week.

Nice To Haves

Experience closing SaaS or technology sales.

Responsibilities

Lead the full sales cycle, from initial discovery and product demonstrations through 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 weekly meetings.
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, ranging from $5,000 to $20,000 each.
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 guide 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 and 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 environment.
Maintain focus on daily, weekly, and monthly objectives, and learn from successes and setbacks.