Account Executive, SMB at Sequoia… · Salt…

Summary: Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies globally. In this role, you’ll drive growth in the Small and Medium Business segment by managing the sales cycle, nurturing client relationships, and consistently meeting sales quotas. Responsibilities: - Lead the entire sales cycle—from initial discovery and product demonstrations to negotiation and closing—typically within 30 days - Manage predominantly inbound leads, identifying and nurturing relationships with potential clients - Conduct 5-8 initial discovery calls daily, facilitating 25-40 weekly meetings, and generating approximately 14 qualified (Stage 2) opportunities per week - Maintain a consistent pipeline growth of at least 3x month-over-month - Confidently close around 15 deals monthly, ranging from $5,000 to $20,000 each - Consistently meet or exceed a quarterly sales quota of $165,000 ($55,000/month) - Skillfully manage your schedule to balance buyer research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings - Effectively handle objections and confidently drive conversations to closure - Master the Discovery phase—asking strategic, consultative questions to uncover customer challenges and align Apollo’s solutions - Build strategic relationships within client companies, primarily engaging with Directors and above in Sales, Marketing, and Revenue Operations - Provide clear, accurate pipeline forecasting, confidently predicting outcomes within a 10% margin Required Qualifications: - 1-3 years experience handling high-volume inbound sales opportunities - 1+ years closing experience, preferably in SaaS or technology sales - Proven track record as a top performer - Exceptional consultative selling skills, able to clearly link Apollo's capabilities to customer pain points - Comfortable thriving in a fast-paced, target-driven environment with a history of exceeding revenue goals - Goal-oriented, collaborative individuals passionate about problem-solving - Strong communicator able to influence stakeholders across technical and non-technical roles - Agile learner who quickly adapts to new technologies and strategies - Coachable with an eagerness to learn, grow, and elevate their skillset - Must be willing to be in office 3 days per week Required Skills: Inbound Sales, Closing Sales, SaaS Sales, Salesforce, Pipeline Forecasting, Consultative Selling, Agility, Coachability Benefits: Equity, Company bonus or sales commissions/bonuses, 401(k) plan, At least 10 paid holidays per year, Flex PTO, Parental leave, Employee assistance program and wellbeing benefits, Global travel coverage, Life/AD&D/STD/LTD insurance, FSA/HSA and medical, dental, and vision benefits