About Apollo

Founded in 2015, Apollo is a leading sales intelligence and engagement platform trusted by over 15,000 paying customers, from rapidly growing startups to the largest global enterprises. Our platform unifies a database of 200 million business contacts with advanced intelligence and engagement tools, to help over 500,000 sales, marketing, and recruiting professionals to connect with the right person at the right time with the right message, at speed and scale.

In the last year, we've grown ARR 3x, quadrupled our active users, maintained profitability 18 out of the past 20 months, and recently closed a $110M Series C led by Sequoia Capital to fuel the next phase of our growth.

Working at Apollo

We are a remote-first inclusive organization focused on operational excellence. Our way of working ensures clear expectations and an environment to do your best work with ample reward.

The Role

** This position is open to U.S. Residents**

As a Sales Development Representative, you will support Apollo's pipeline efforts by uncovering qualified opportunities in the mid-market and enterprise segments. Your main responsibilities will be to penetrate key target accounts by reaching out to ideal customer persona individuals through phone, emails, social, etc, and engaging their interest in Apollo.

In this role, you will ask a lot of questions to understand a prospect's pain points, needs, and current priorities. Your abilities to capture the prospect's attention and interest will be key as you grasp the prospect's challenges and explain how Apollo works in that context. Your goal is to set discovery meetings with qualified prospects where they can explore Apollo in depth. As the first touch-point between Apollo and a prospect, you will play a key role in educating them by articulating Apollo's value differentiators and shaping their perception and experience as you attract, engage, and qualify them.

You are expected to be sharp at understanding a prospect's pain points, self-motivated, disciplined, and extremely good at time management. You are confident at conversing with VP-level and C-level leaders at a range of companies in a consultative tone. You are comfortable being accountable and achieving realistic monthly targets.

Responsibilities

Spark strategic conversations about revenue goals and pipeline generation needs with key Go-To-Market Leaders at Tier 1 companies (100+ sales department size)
Drive high quality Sales Qualified Opportunities from Tier 1 companies and pass on to Account Executives
Validate, battle-test and iterate on the Outbound Prospecting Playbook
Leverage Product and Industry knowledge to develop effective talk tracks and situationally relevant counters to objections
Experiment with creative pipeline generation tactics (different segments, messaging and channels)
Engage with prospects and generate interest for Apollo.io through cold calling, personalized emails, and social touches
Craft outbound approach angles taking full advantage of relevant product signals
Manage and execute the Outbound Prospecting Playbook on assigned Book of Business
Consistently hit or exceed the required SDR daily outbound activity goals (70 calls, 70 emails, 35 contacts added to sequence)
Be an Apollo Power user - Exemplify world-class SDR practices in Search, Engagement and Analytics on Apollo
Be instrumental in helping define the sales development motion for Tier 1 Segment
Collaborate and contribute ideas and best practices within team and cross-functionally

Qualifications and Experience required to apply for this role

Prior experience of 1 < year in prospecting role
Experience working for a Product Led or SaaS Company
Experience in Account Based Prospecting and Account Mapping
A clear understanding of email communication. You keep the inbox at zero
Prospecting and booking meetings over the phone.
Leveraging LI in your outbound efforts
Ability to learn quickly and articulate a complex subject matter in a simple-to-understand manner, will your "Grandpa understand it"
Confidence in engaging with Product-qualified leads (PQLs)/ current activated users
Excellent interpersonal and verbal communication skills
Strong organizational skills, attention to detail, high energy, and a "can-do" attitude, balancing multiple tasks.
Have the discipline and motivation to work independently/comfortable operating autonomously
Experience building working relationships with decision-makers
High degree of confidence throughout the engagement cycle
Working knowledge of CRM, Apollo preferred.

What You'll Love About Apollo

Besides the great compensation package and culture that thrives in openness and excellence, we invest tremendous effort into developing our remote employees' careers. The team embraces that we have a sole purpose: to help customers maximize their full revenue potential on the Apollo platform. This mindset opens us up to a lot of creative approaches to making customers successful at scale. You'll be a significant part of a lean, remote team, empowered to really own your role as a proactive educator. We're very collaborative at Apollo, so you'll be able to lean on your teammates, even in adjacent departments, to help you achieve lofty goals. You'll be supported and encouraged to experiment and take educated risks that lead to big wins. And, you'll have a whole team remotely by your side to help you do it!

Summary
Company name: Apollo
Remote job title: Sales Development Representative
Job tags: Lead Qualification, Organization Skills, Sales Development