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Apollo.io is a leading go-to-market platform trusted by over 500,000 companies globally. The company provides sales and marketing teams with verified contact data for 210+ million B2B contacts and 35 million companies, plus engagement and conversion tools in a unified platform. Founded in 2015, Apollo has raised $250M and is valued at $1.6B, backed by Sequoia Capital, Bain Capital Ventures, and others.
You will lead and manage a team of 8+ SMB Account Executives, driving new business revenue in Apollo's largest customer segment (companies with 1-200 employees). Your responsibilities include:
Leadership & Team Management: Lead, mentor, and manage SMB AEs to exceed targets while providing coaching, training, and development. Establish a performance-driven culture with clear goals, continuous feedback, and scalable processes. Foster a collaborative environment that empowers innovation and career growth.
Sales Strategy & Deal Management: Analyze sales data and call coaching to identify process improvements and drive higher win rates. Develop and implement strategies for training, objection handling, and pipeline growth. Ensure pipeline cleanliness with accurate stages, ARR, and forecast categories. Predict outcomes within a 10% margin.
Cross-functional Collaboration: Work with Product, Engineering, Sales, Customer Success, Onboarding, Marketing, and Legal to unblock your team and drive results.
Required Qualifications: Minimum 1 year of direct net new closing sales experience; 2+ years directly managing 6+ account executives in net new closing; proven top performer with 3+ trailing quarters meeting targets; strong consultative selling and sales process coaching skills; C1 English proficiency; data-driven approach to sales performance; ability to communicate and influence key stakeholders.
