Account Executive - Mid-Market
Posted 2025-08-23
Remote, USA
Full Time
Immediate Start
<p>As a <strong>Mid Market Account Executive</strong> (200 - 1000+ employees) at Apollo.io, your primary focus will drive new business revenue across Apollo’s mid-market businesses. When leads come in from these companies, you will be the main point of contact to guide founders, Sales, and Operations professionals through their evaluation of Apollo’s all-in-one Sales platform, while offering consultative guidance to help them develop their pipeline generation strategy.</p>
<p data-pm-slice="1 3 []"> </p>
<h3><strong>A day in the life…</strong></h3>
<ol>
<li><strong> Pipeline & Sales Process Execution </strong></li>
</ol>
<ul>
<li>Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 60 days or less. </li>
<li>Manage a pipeline of primarily inbound prospects to identify, engage, and develop relationships with potential buyers</li>
<li>Responsible for taking 4 net new meetings per day, running 20 meetings per week. </li>
<li>Consistently create 3x pipeline coverage </li>
<li>Achieve and exceed monthly and quarterly quotas </li>
<li>Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, <a href="http://salesforce.com">salesforce.com</a> hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.</li>
</ul>
<p><strong>Sales Strategy & Deal Management</strong></p>
<ul>
<li>Proficient in the sales process, and specifically the Discovery step. Asking questions to quantify the pain in a consultative way and actively listening to tie back to value and business driven outcomes.</li>
<li>Collaborate with businesses that have a minimum of 200 employees.</li>
<li>Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.</li>
<li>Clearly articulate and overview of your pipeline and deals in your funnel at each stage</li>
<li>Accurately predicting your most likely outcome within a 10% margin.</li>
</ul>
<ol>
<li><strong> Mindset and Behaviors </strong></li>
</ol>
<ul>
<li>Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.</li>
<li>Engage as your unique self in a diverse, inclusive and high-performing team</li>
<li>Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.</li>
<li>Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.</li>
<li>Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them</li>
<li>Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.</li>
<li>Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”</li>
<li>Embody a team selling approach. Proactively engaging with leadership to support selling. </li>
</ul>
<p><strong>Qualifications</strong></p>
<ul>
<li>Minimum 2-3 years of quota-carrying direct Account Executive experience </li>
<li>Proven track record of consistently meeting targets, min of 3 trailing quarters</li>
<li>Use strong consultative selling skills to identify pain points and align Apollo use cases to solve customer challenges. Versed in Sandler, Command of the Message, MEDDPIC or similar. </li>
<li>Ability to articulate Apollo’s value proposition with C-level executives, revenue teams, and decision makers</li>
<li>Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.</li>
<li>Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.</li>
<li>Coachable— loves to learn, receive feedback, and improve their skills.</li>
</ul>
<p data-pm-slice="1 3 []"> </p>
<h3><strong>A day in the life…</strong></h3>
<ol>
<li><strong> Pipeline & Sales Process Execution </strong></li>
</ol>
<ul>
<li>Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 60 days or less. </li>
<li>Manage a pipeline of primarily inbound prospects to identify, engage, and develop relationships with potential buyers</li>
<li>Responsible for taking 4 net new meetings per day, running 20 meetings per week. </li>
<li>Consistently create 3x pipeline coverage </li>
<li>Achieve and exceed monthly and quarterly quotas </li>
<li>Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, <a href="http://salesforce.com">salesforce.com</a> hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.</li>
</ul>
<p><strong>Sales Strategy & Deal Management</strong></p>
<ul>
<li>Proficient in the sales process, and specifically the Discovery step. Asking questions to quantify the pain in a consultative way and actively listening to tie back to value and business driven outcomes.</li>
<li>Collaborate with businesses that have a minimum of 200 employees.</li>
<li>Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.</li>
<li>Clearly articulate and overview of your pipeline and deals in your funnel at each stage</li>
<li>Accurately predicting your most likely outcome within a 10% margin.</li>
</ul>
<ol>
<li><strong> Mindset and Behaviors </strong></li>
</ol>
<ul>
<li>Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.</li>
<li>Engage as your unique self in a diverse, inclusive and high-performing team</li>
<li>Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.</li>
<li>Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.</li>
<li>Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them</li>
<li>Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.</li>
<li>Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”</li>
<li>Embody a team selling approach. Proactively engaging with leadership to support selling. </li>
</ul>
<p><strong>Qualifications</strong></p>
<ul>
<li>Minimum 2-3 years of quota-carrying direct Account Executive experience </li>
<li>Proven track record of consistently meeting targets, min of 3 trailing quarters</li>
<li>Use strong consultative selling skills to identify pain points and align Apollo use cases to solve customer challenges. Versed in Sandler, Command of the Message, MEDDPIC or similar. </li>
<li>Ability to articulate Apollo’s value proposition with C-level executives, revenue teams, and decision makers</li>
<li>Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.</li>
<li>Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.</li>
<li>Coachable— loves to learn, receive feedback, and improve their skills.</li>
</ul>