Apollo
Sales Manager, Mid-Market Account Executive
Job Summary
The Sales Manager role at Apollo.io involves leading and mentoring a team of mid-market account executives to drive revenue growth and customer acquisition. Key responsibilities include developing sales strategies, managing performance, building client relationships, and collaborating across departments such as product, marketing, and customer success. The candidate should have at least four years of sales experience with managerial responsibility, strong communication skills, and the ability to navigate ambiguity. The company emphasizes a culture of continuous improvement, AI-driven innovation, and fostering career growth.
Required Skills
Benefits
Job Description
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world's largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.
Role Overview
As a Sales Manager, you will thrive in an environment with a high level of ambiguity and change while maintaining a customer-centric approach at scale. You will support and continue to build a data-driven and motivated team whose efforts will drive Apollo.io's business growth through new customer acquisition. You will directly manage 8+ Mid-Market AEs, overseeing the overall revenue and conversion rates of your team's portfolio. Your role includes providing 1:1 coaching and performance management, helping to develop processes and insights to grow the team today and influence program design for the future. You will identify and help build ongoing playbooks and influence the tooling AEs need for success. Additionally, you will manage impactful cross-functional projects and initiatives across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing.
Key Responsibilities
- Sales Strategy & Execution:
- Develop and implement sales strategies to drive revenue growth and achieve company objectives.
- Analyze market trends and adjust sales strategies as needed.
- Monitor competitors and industry developments to identify new business opportunities.
- Team Leadership:
- Hire, Lead, motivate, and mentor a team of US sales professionals.
- Meet and exceed individual and team sales targets and ensure accountability.
- Provide ongoing coaching, training, and development opportunities for the team.
- Foster a collaborative and results-oriented team culture, including in person sales kicks offs within the US.
- Performance Management:
- Monitor and analyze sales performance metrics.
- Prepare regular sales forecasts, reports, and presentations for senior management.
- Use data-driven insights to improve sales processes and team efficiency.
- Client Relationship Management:
- Cultivate and maintain strong relationships with key clients and stakeholders.
- Collaborate with cross-functional teams (engineering, marketing, product, customer success) to optimize client experience.
- Address client concerns and resolve issues promptly to ensure satisfaction.
- Business Development:
- Identify new business opportunities and work closely with the sales team to secure new clients.
- Represent the company at industry events, conferences, and trade shows.
- Negotiate contracts and close high-value deals with key clients.
- Operational Excellence:
- Ensure sales operations are running efficiently and in compliance with company policies.
- Collaborate with sales operations to streamline processes, tools, and technologies.
- Drive continuous improvement in sales tactics, processes, and methodologies.
Eligibility
- Good standing in performance - consistent quota attainment in FY25, averaging above 90% of team roll up quota.
- 4+ years of sales experience managing customer-facing sales / account management sales cycles. Proven track record of leading and coaching a team responsible for driving revenue growth, managing expansions, and increasing product adoption.
- Has 1+ years of manager experience
- Working EST timezone in order to support both Ireland reps as well as PST time reps
- Excellent written and verbal communication skills, with the ability to present to diverse audiences.
- Strong organizational skills, with expertise in prioritization and time management.
- Experience working cross-functionally with product teams to serve as the voice of the customer.
- Ability to navigate ambiguity with perseverance and a positive attitude.
We are AI Native
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here.
Why You’ll Love Working at Apollo
At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. That’s why we take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
We invest deeply in your growth, ensuring you have the resources, support, and autonomy to own your role and make a real impact. Collaboration is at our core—we’re all for one, meaning you’ll have a team across departments ready to help you succeed. We encourage bold ideas and courageous action, giving you the freedom to experiment, take smart risks, and drive big wins.
If you’re looking for a place where your work matters, where you can push boundaries, and where your career can thrive—Apollo is the place for you.
Learn more here!
Apollo
Search, engage, and convert over 210 million contacts at over 35 million companies with Apollo's sales intelligence and engagement platform.
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