Account Executive, Mid-Market
Drives new-business revenue among mid-market customers by managing inbound opportunities through discovery, demos, negotiation, and close. The role requires 2–3 years of quota-carrying Account Executive experience, consultative selling expertise, and the ability to influence senior revenue stakeholders.
About the job
Responsibilities
- Drive new-business revenue across Apollo’s mid-market segment, serving companies with 200–1,000+ employees.
- Manage the full sales process from initial conversation and trial management through negotiation, legal review, and close, with an average deal cycle of 60 days or less.
- Manage a primarily inbound pipeline by identifying, engaging, and developing relationships with potential buyers.
- Conduct four net-new meetings per day and approximately 20 meetings per week.
- Maintain 3x pipeline coverage and achieve or exceed monthly and quarterly quotas.
- Run discovery meetings, product demonstrations, pricing calls, follow-ups, and customer escalations.
- Maintain Salesforce hygiene and accurately communicate pipeline and deal-stage updates.
- Forecast likely outcomes within a 10% margin.
- Communicate with Director-level and above stakeholders in sales, marketing, and revenue operations.
- Collaborate with leadership using a team-selling approach.
- Use consultative discovery to quantify customer pain and connect Apollo’s platform to business outcomes.
Requirements
- 2–3 years of quota-carrying, direct Account Executive experience.
- Proven record of consistently meeting targets for at least three trailing quarters.
- Strong consultative selling skills and experience with a sales methodology such as Sandler, Command of the Message, or MEDDPIC.
- Ability to articulate value propositions to C-level executives, revenue teams, and decision-makers.
- Ability to present to and influence technical and non-technical stakeholders.
- Adaptability and the ability to learn new technologies and assess situations quickly.
- Coachability, initiative, accountability, and motivation in a competitive, fast-paced environment.
- Interest in using AI and automation to improve productivity.
Benefits
- Resources, support, and autonomy to grow and make a meaningful impact.
- Cross-functional collaboration and support across departments.
- Freedom to experiment, take smart risks, and drive business outcomes.
Skills
Salesforce, Sandler, Command Of The Message, Meddpic, Consultative Selling, Pipeline Management, Sales Forecasting, Product Demos, AI Automation
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