Account Executive - Mid-Market

As a Mid Market Account Executive (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.

A day in the life…

1. Pipeline & Sales Process Execution 

• Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 60 days or less. 
• Manage a pipeline of primarily inbound prospects to identify, engage, and develop relationships with potential buyers
• Responsible for taking 4 net new meetings per day, running 20 meetings per week. 
• Consistently create 3x pipeline coverage 
• Achieve and exceed monthly and quarterly quotas 
• 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, salesforce.com hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings.

Sales Strategy & Deal Management

• 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.
• Collaborate with businesses that have a minimum of 200 employees.
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments.
• Clearly articulate and overview of your pipeline and deals in your funnel at each stage
• Accurately predicting your most likely outcome within a 10% margin.

1. Mindset and Behaviors 

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future.
• Engage as your unique self in a diverse, inclusive and high-performing team
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win.
• Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving.
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them
• Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embody a team selling approach. Proactively engaging with leadership to support selling. 

Qualifications

• Minimum 2-3 years of quota-carrying direct Account Executive experience 
• Proven track record of consistently meeting targets, min of 3 trailing quarters
• 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. 
• Ability to articulate Apollo’s value proposition with C-level executives, revenue teams, and decision makers
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals.
• Coachable— loves to learn, receive feedback, and improve their skills.