Account Manager, SMB

Overview

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 in SaaS, raising approximately $250 million to date and valued at $1.6 billion. Apollo.io provides sales and marketing teams with 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, with board members including the former President and COO of Hubspot, JD Sherman.

Account Manager within our SMB segment (1 to 200 employees). You will drive expansion revenue and retention across a book of business (~500 accounts) with Apollo’s largest customer segment:
Small businesses. You will be responsible for managing and growing relationships with our existing customers. Your primary focus will be ensuring customers achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. You will work closely with Customer Success, Support, Onboarding and Product teams to deliver a seamless customer experience. This is a Hybrid role, three days in office.

• Pipeline & Sales Process Execution:
  Manage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or less.
• Negotiate a high volume of renewals (~10) each month within your book of business.
• Manage a pipeline of primarily inbound inquiries to identify, engage, and develop relationships with potential buyers.
• Take 5+ meetings per day between upsells and renewals, running 25+ meetings per week.
• Consistently create 3x pipeline month over month.
• Achieve and exceed monthly and quarterly quotas.
• Time management and ownership of your schedule to structure your day, including initial meetings, platform demos, Salesforce hygiene and admin work, customer escalations, follow-up meetings, pricing calls and other company meetings.
• Confidently handle objections with prospects on calls.

• Sales Strategy & Deal Management:
  • Tier your account list to identify top expansion opportunities and at-risk accounts.
  • Proficient in the Discovery step; ask questions in a consultative way and tie back to value and business outcomes.
  • Collaborate with businesses that have a maximum of 200 employees.
  • Communicate with Director-level and above contacts primarily within sales, marketing, and Rev Ops.
  • Articulate how the platform solves customer challenges to drive expansion opportunities.
  • Clearly articulate pipeline and deals at each stage of the funnel.
  • Accurately predict most likely outcomes within a 10% margin.

• Mindset and Behaviors:
  • Contribute to the company values, culture, and vision.
  • Engage as your authentic self in a diverse, inclusive, high-performing team.
  • Thrive in a competitive environment, embracing challenges and objections.
  • Take responsibility for successes and failures with a drive to improve.
  • Focus on goals and the activities that drive them.
  • Maintain a competitive spark and a determination to outperform in a fast-paced setting.
  • Be a self-starter who identifies opportunities and stays motivated amid objections and setbacks.
  • Embody a team-selling approach, engaging with leadership to support selling.

• Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment.
• Top performer in your current role.
• Proven track record of consistently meeting targets, including at least 3 trailing quarters.
• Experience using strong consultative selling skills and a sales process in day-to-day activities.
• Ability to communicate, present to, and influence key stakeholders across technical and non-technical roles.
• Adaptable with the ability to…