Account Executive, SMB
Owns the full inbound sales cycle for SMB customers, from discovery and demos through negotiation and closing. The role requires 1–3 years of high-volume sales experience, closing experience, consultative selling ability, and willingness to work in the office three days weekly.
About the job
Responsibilities
Pipeline & Sales Process Execution
- Lead the entire sales cycle, from discovery and product demonstrations through negotiation and closing, typically within 30 days.
- Manage predominantly inbound leads and nurture relationships with potential clients.
- Conduct 5–8 initial discovery calls daily and facilitate 25–40 weekly meetings.
- Generate approximately 14 qualified Stage 2 opportunities per week.
- Maintain pipeline growth of at least 3× month-over-month.
- Close approximately 15 deals monthly, ranging from $5,000 to $20,000 each.
- Meet or exceed a quarterly sales quota of $165,000 ($55,000 per month).
- Balance buyer research, demos, Salesforce administration, follow-ups, pricing discussions, and internal meetings.
- Handle objections and drive conversations to closure.
Sales Strategy & Deal Management
- Lead discovery through strategic, consultative questioning to uncover customer challenges and align Apollo’s solutions.
- Build relationships with decision-makers, primarily Directors and above in Sales, Marketing, and Revenue Operations.
- Provide accurate pipeline forecasts within a 10% margin.
Requirements
- 1–3 years of experience handling high-volume inbound sales opportunities.
- 1+ year of closing experience, preferably in SaaS or technology sales.
- Proven track record as a top performer.
- Exceptional consultative selling skills and the ability to connect product capabilities to customer pain points.
- Experience thriving in a fast-paced, target-driven environment and exceeding revenue goals.
- Strong communication skills with the ability to influence technical and non-technical stakeholders.
- Ability to quickly adapt to new technologies and strategies.
- Coachability and eagerness to learn and grow.
- Willingness to work in the office 3 days per week.
Compensation & Benefits
- Annual pay range: $120,000–$140,000 USD total cash compensation, including base salary and applicable annual bonus or sales commissions. For sales roles, this is the on-target earnings range.
- Benefits may include equity, a company bonus or sales commissions, a 401(k) plan, paid holidays, flexible PTO, parental leave, employee assistance and wellbeing benefits, global travel coverage, life and disability insurance, FSA/HSA, and medical, dental, and vision benefits.
Skills
SaaS, Salesforce, Consultative Selling, Pipeline Forecasting, Inbound Sales, Product Demos, Negotiation, Closing, Revenue Operations
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