About this role.
Apollo.io is hiring a founding Enterprise Account Executive to establish and scale its enterprise sales motion for organizations with 1,000+ employees. The role owns the full customer lifecycle, including outbound new-logo acquisition, account expansion, renewals, retention, and forecasting. The successful candidate will engage executive stakeholders across Sales, Marketing, and RevOps while partnering closely with BDR, Customer Success, Product, and RevOps teams. This is a high-ownership, strategic SaaS sales role requiring 7+ years of quota-carrying enterprise AE experience and proven performance in complex, multi-threaded deals. The position emphasizes a builder mindset, disciplined pipeline management, and the ability to shape Apollo's upmarket GTM playbook.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I begin by mapping the buying committee, identifying business pain, technical requirements, economic impact, and decision criteria for each stakeholder. I use a mutual action plan, multi-thread relationships early, quantify the value case, and maintain clear next steps so the evaluation stays aligned to the customer's timeline.
I segment accounts by revenue potential, renewal timing, adoption health, and churn risk, then establish a structured operating cadence for each segment. Protected prospecting time supports new-logo generation, while account plans and executive business reviews surface expansion opportunities and reduce renewal risk well in advance.
Every opportunity should have documented customer pain, stakeholder map, qualification status, close plan, next meeting, risks, and a mutually validated timeline. I inspect pipeline weekly, remove unsupported deals, validate close dates with customer actions, and use stage-based conversion data to produce a forecast I can explain and defend.
I use MEDDPICC to verify measurable business impact, identify the economic buyer, understand decision and paper processes, confirm selection criteria, uncover pain, develop an internal champion, and assess competition. The framework helps me expose gaps early and create a concrete plan to strengthen deal quality before forecasting it.
I would document repeatable patterns from calls and closed deals, including effective personas, value propositions, objections, discovery questions, deal stages, and expansion triggers. I would share these insights regularly with leadership and cross-functional partners, test improvements systematically, and turn validated practices into scalable playbooks.
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally, from rapidly growing startups to some of the world’s largest enterprises. Founded in 2015, the company is one of the fastest growing companies in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with easy access to verified contact data for over 210 million B2B contacts and 35 million companies worldwide, along with tools to engage and convert these contacts in one unified platform. By helping revenue professionals find the most accurate contact information and automating the outreach process, Apollo.io turns prospects into customers. Apollo raised a series D in 2023 and is backed by top-tier investors, including Sequoia Capital, Bain Capital Ventures, and more, and counts the former President and COO of Hubspot, JD Sherman, among its board members.
Join Apollo as an Enterprise Account Executive (Founding Team). In this role, you’ll play a critical part in driving growth and guiding sales leaders and operations professionals through their evaluation of Apollo’s powerful, all-in-one sales platform.
Role Summary:
Apollo.io is building its foundational team of sellers responsible for taking the company into the enterprise segment. In this full-cycle land, expand, and renew role, you will drive our growth into organizations with 1,000+ employees by acquiring new logos, retaining and renewing existing customers, and expanding accounts across your book of business.
As a founding member of this new segment, you’ll shape our motion, influence strategy, and set the standard for how Apollo wins in larger, more complex environments. This role is ideal for a high-performing seller who wants meaningful ownership, greenfield opportunity, and the ability to directly impact Apollo’s next phase of growth.
What You’ll Do:
New Logo Acquisition
- Own a defined set of enterprise accounts (1,000+ employees) as part of Apollo’s first team dedicated to this segment.
- Proactively engage Director, VP, and C-suite leaders across Sales, Marketing and RevOps to build qualified pipeline and close new logos.
- Partner with the Outbound BDR team to drive incremental pipeline.
- Build a repeatable motion for engaging enterprise prospects as Apollo scales upmarket.
- Achieve 3X pipeline coverage and exceed new business acquisition targets.
Account Expansion
- Mature your understanding of your customers’ business goals to identify cross-sell and upsell opportunities.
- Build account plans that maximize adoption and generate multi-year growth across your accounts.Partner with Customer Success, Product, and RevOps to ensure customers receive high-impact value that drives expansion revenue.Influence Apollo’s upmarket playbook by identifying expansion patterns and informing product and GTM strategy.
Revenue Retention & Renewals
- Own renewals across your book of business with strong preparation, forecasting, and value-focused executive conversations.
- Identify churn risks early and collaborate cross-functionally to drive adoption and prevent attrition.
- Build multi-threaded relationships to ensure account stability and long-term success.
Sales Strategy & Execution
- Use a data-driven approach to identify high-potential logo, expansion, and renewal opportunities.
- Maintain precise pipeline hygiene and forecast revenue within a 10% accuracy margin.
- Contribute to the development of Apollo’s enterprise GTM strategy through real-time insights from customer conversations.
- Leverage Apollo’s platform and your outbound expertise to build meaningful relationships and position Apollo as a mission-critical revenue engine.
Mindset & Culture
- Bring a “hunter + farmer” mentality – you’re equally strong in outbound acquisition and long-term account growth.
- Thrive in a fast-paced, high-ownership environment where processes, playbooks, and systems are still being built.
- Embrace a collaborative, ambitious, and customer-first culture.
- Operate with a builder’s mindset: resourceful, solutions-oriented, and motivated by being part of a founding go-to-market team.
What We’re Looking For:
- 7+ years of quota-carrying AE experience, ideally with both new business and expansion ownership in GTM enterprise SaaS.
- Consistent track record of exceeding quota across new business, expansions, and renewals.
- Experience selling into enterprises (1,000+ employees) and navigating multi-threaded executive-level deals.
- Fluency in sales methodologies such as Command of the Message and qualification frameworks like MEDDPICC.
- Strong ability to manage the full customer lifecycle from prospecting to renewals, while maintaining a strategic and consultative approach.
- High degree of ownership, grit, and adaptability suited for a founding team environment.
- Excellent communication, executive presence, negotiation skills, and cross-functional partnership abilities.
The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.
Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 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.
Tier 1 Pay Range (San Francisco, New York City, Seattle)
$260,000—$280,000 USD
Tier 2 Pay Range (All other US Locations)
$260,000—$280,000 USD
The listed Pay Range reflects the total cash compensation inclusive of annual base salary and annual bonus as applicable. For sales roles, the range provided is the role’s On Target Earnings (“OTE”) range, meaning that the range includes both the sales commissions/sales bonus target and annual base salary for the role. This salary range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Applicants interested in this role who are not located in the US may request the annual salary range for their location during the interview process.
Additional benefits for this role may include: equity; company bonus or sales commissions/bonuses; 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
$250,000—$280,000 USD
We 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!
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