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.