Account Manager, SMB

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies. The Account Manager within the SMB segment will drive expansion revenue and retention across a book of business, focusing on managing and growing relationships with existing customers to maximize account value and identify expansion opportunities.

Responsibilities

• 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 from your book of business to identify, engage, and develop relationships with potential buyers
• Responsible for taking 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
• Capable of time management and accountable to own your schedule to structure your day and accomplish - running initial meetings, showing a demo of our platform, Salesforce hygiene and admin work, customer escalations, follow up meetings, pricing calls and various company calls and meetings
• Confident handling objections with a prospect on a call
• Ability to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accounts
• Proficient in the sales process, and specifically the Discovery step. Asking questions in a consultative way and actively listening to tie back to value and business driven outcomes
• Collaborate with businesses that have a maximum of 200 employees
• Communicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departments
• Ability to effectively articulate how our platform can solve customer challenges to drive expansion opportunities
• Clearly articulate an overview of your pipeline and deals in your funnel at each stage
• Accurately predicting your most likely outcome within a 10% margin
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
• Engage as your unique self in a diverse, inclusive and high-performing team
• Thrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and win
• Have a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improving
• Maintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve them
• Possess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environment
• Be a self-starter who proactively identifies opportunities, takes initiative, and stays motivated in the face of multiple objections and “no’s.”
• Embody a team selling approach. Proactively engaging with leadership to support selling

Skills

• 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, min of 3 trailing quarters
• Experience using strong consultative selling skills & sales process in their day to day
• Ability to communicate, present to, and influence key stakeholders across both technical and non-technical roles
• Adaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goals
• Coachable— loves to learn, receive feedback, and improve their skills
• Must be willing to be in office 3 days per week

Benefits

• Equity
• Company bonus or sales commissions/bonuses
• 401(k) plan
• At least 10 paid holidays per year
• Flex PTO
• 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

Company Overview