Account Executive, New Business (Mid-Market)

What You’ll Do

Generate & Close Net New Business

• Own 600+ target accounts, proactively engaging with Director+ level buyers in Sales, Marketing, and RevOps.
• Drive 90% outbound new business, creating 3x pipeline coverage to exceed quota.
• Run 4+ strategic meetings per day (20+ per week) across discovery, demos, and closing conversations.
• Lead full-cycle sales (discovery, demo, pricing, negotiation, and procurement) in a 60-day deal cycle.
• Work closely with Sales Development Managers to refine outreach and accelerate pipeline.

Sales Strategy & Execution

• Use a data-driven approach to identify and prioritize high-value target accounts.
• Execute multi-threaded prospecting across multiple departments to drive stakeholder consensus.
• Position Apollo.io as a mission-critical tool for revenue teams.
• Maintain pipeline hygiene and forecast revenue within 10% margin accuracy.

Hunter Mentality & Resilience

• Relentless prospecting mindset—self-generating 80%+ of pipeline through outbound efforts.
• Competitive & resilient—thrives in high-performance sales environments.
• Coachable & data-driven—always learning, iterating, and refining sales approach.
• Self-starter—proactively identifies and pursues high-value opportunities.

What We’re Looking For

• 4+ years as a quota-carrying AE, focused on outbound new business.
• Proven top performer—hitting/exceeding quota for at least 3 consecutive quarters.
• Strong hunter mentality—comfortable generating 80%+ of pipeline through outbound efforts.
• Expert in consultative selling—versed in Sandler, MEDDPIC, or Command of the Message.
• Experience selling to C-level executives and revenue teams.

Additional benefits for this role may include: equity; company bonus or sales commissions/bonus

es; 401(k) plan; at least 10 paid holidays per year, flex PTO, and 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.

Pay Transparency Range$180,000—$180,000 USDWe 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!