Sales Manager, SMB Account Executive

Sales Manager, SMB Account Executive – Apollo.io

Austin, TX, US

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.

As a Sales Manager in the SMB segment (1 to 200 employees), you will directly manage a team of 8+ SMB AE's and drive new business revenue across Apollo's largest customer segment:
Small businesses. Your role includes providing 1:1 coaching and performance management, developing your team's ability to consultatively sell across our personas and implement new strategies to achieve your revenue targets. Additionally, you will work cross-functional projects across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing to help unblock your team.

• Lead, mentor, and manage a team of SMB Account Executives, driving performance to exceed targets while providing coaching, training, and development opportunities.
• Establish a performance-driven culture with clear goals, continuous feedback, and a focus on team efficiency and productivity through scalable processes.
• Foster a collaborative and positive work environment, empowering innovation, career growth, and regular performance reviews.
• Analyze sales data and call coaching to identify areas for improvement in the sales process, driving revenue impact and higher win rates.
• Develop and implement strategies to support training efforts, objection handling techniques, and drive pipeline growth.
• Ensure pipeline cleanliness with accurate stages, ARR, and forecast categories to provide clear overviews of team pipelines and deal progress.
• Accurately predict most likely outcome within a 10% margin.
• Drive impact and innovation by bringing ideas, strategies, and bold thinking to shape the company's values, culture, and future vision.
• Thrive in a high-performing team, be authentic, inclusive, collaborative, and push oneself to be the best.
• Embrace challenges, win by excelling in a competitive space where overcoming objections and turning setbacks into opportunities fuel success.
• Own success by maintaining a sharp focus on goals, taking responsibility for outcomes, and continuously improving.
• Bring hunger to win: stay proactive, seize opportunities, and outperform in a fast-paced environment.

• At least 1 year of direct sales experience in net new closing experience.
• At least 2 years of experience directly managing a team of 6+ account executives in net new closing experience.
• Top performer in current role, with a proven track record of consistently meeting team targets, minimum of 3 trailing quarters.
• Proficient in using and coaching teams to have strong consultative selling skills and sales process in their day-to-day.
• Must have a C1 English Level.
• Data-driven approach to drive sales performance.
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles.
• Adaptable with change and finding smarter ways to achieve goals.
• Coaching mindset: loves to learn, receive feedback, and improve own skills, and loves to provide coaching to the team.

We are AI Native – Apollo.io is an AI-native company built on a culture of continuous improvement. If you're energized by finding smarter, faster ways to get things done using AI and automation, you'll thrive here. At Apollo, 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 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.