Account Executive, New Business (Mid-Market)

As an Outbound Account Executive at Apollo.io, you'll play a pivotal role in driving new business growth for our foundational New Business sales team. As an Outbound Account Executive, you will be responsible for generating net new business opportunities by partnering with our Sales Development Managers to proactively reach out to potential customers in our MM space (250 to 1000 employees). You will lead prospects through the entire sales cycle, from initial outreach, discovery calls, product demonstrations, pricing & negotiation, legal/procurement and, finally, closing deals. You will partner closely with our Sales Development Managers to refine outreach strategies and accelerate pipeline growth. The ideal candidate is a highly motivated and ambitious sales professional with a proven track record in outbound sales.

A day in the life…

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.
• Own a territory of accounts (600+), proactively engaging with prospects to drive net new revenue.
• Responsible for taking ~4+ meetings per day, running 20+ meetings per week.
• Manage and develop a pipeline net new outbound (90%) opportunities.
• 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

• Ability to leverage a data driven approach to tier your account list, identifying top accounts to accelerate pipeline growth.
• Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes.
• Prospect into businesses that have 250 to 1000 employees.
• Communicate directly with Director+ level contacts primarily within the sales, marketing, and RevOps departments multi-threading across accounts, engaging with senior stakeholders to drive net new revenue.
• Multi-thread across various departments to drive consensus and prospect action.
• Collaborate with Sales Development Managers to drive strategic outreach campaigns designed to uncover expansion opportunities within your account base.
• Clearly articulate an 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.
• Embody a team selling approach. Proactively engaging with leadership to support selling.
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”

Qualifications

• Minimum 2-3 years of quota-carrying direct Account Executive, working exclusively net new acquisition with experience generating 75%+ of your own pipeline through outbound activities.
• Strong hunter mentality.
• 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
• High adaptability and understanding of change within the evolution of a startup
• Excellent verbal and written communication skills