Sales Manager, Apollo.io
Mid-Market Account Management
Sales intelligence and engagement platform
Posted today
Sales intelligence and engagement platform
1001+ employees
Posted today
1001+ employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- Customer-Centric Mentality: Balance customer needs with business objectives
- Product Aptitude: Enthusiastically explore product capabilities to drive usage and adoption
- Revenue Mindset: Proven ability to coach a team that generates pipeline and closes revenue through upsell, cross-sell, and upgrades
- Cross-Functional Collaboration: Ability to work effectively with internal teams to achieve mutual success
- 6+ years of experience in Business Development, Sales, Renewals Management, or Account Management
- 2+ years of experience managing metrics-driven customer-facing teams within a high-growth technology company
- Proven track record of leading and coaching a team responsible for driving revenue growth, managing expansions, and increasing product adoption
- Excellent written and verbal communication skills, with the ability to present to diverse audiences
- Strong organizational skills, with expertise in prioritization and time management
- Experience working cross-functionally with product teams to serve as the voice of the customer
- Ability to navigate ambiguity with perseverance and a positive attitude
What the job involves
- As a Manager, you will thrive in an environment with a high level of ambiguity and change while maintaining a customer-centric approach at scale
- You will support and continue to build a data-driven and motivated team whose efforts will drive Apollo
- Io's business growth through expansions in the existing customer base and account retention
- You will directly manage 7+ Mid-Market AMs, overseeing the overall revenue and retention of your team's portfolio
- Your role includes providing 1:1 coaching and performance management, helping to develop processes and insights to grow the team today and influence program design for the future
- You will identify and help build ongoing playbooks and influence the tooling AMs need for success
- Additionally, you will manage impactful cross-functional projects and initiatives across Product, Engineering, Sales, Customer Success, Onboarding, Marketing, Legal, and Marketing
- Hire, onboard, and develop a team of engaged and high-performing Account Managers through thoughtful enablement, performance coaching, and career development planning
- Manage the team’s daily activities to drive value-added touchpoints with customers and pipeline generation
- Implement renewal and expansion forecasting cadence within your team and regularly deliver an accurate forecast summary to leadership
- Ensure the team has the necessary ongoing enablement in relevant areas, including sales process training, product knowledge, pricing, opportunity management, data quality/accuracy, quoting, and forecasting
- Support your direct reports by joining customer meetings, internal account team meetings, and escalating issues as necessary internally
- Take a lead role in collaborating with internal resources (Deal Strategy, Finance, Customer Success, Sales, etc.) to develop playbooks for common account management and renewal scenarios
- Develop trusted relationships with Sales and Customer Success Leadership through regular stakeholder engagement and proactive collaboration
Our take
Apollo's sales intelligence and engagement platform integrates with companies’ existing internal tools, such as LinkedIn, Salesforce and Hubspot, to increase and optimize sales and marketing leads. Rather than simply employing a volume-heavy approach to leads, Apollo’s software allows users to focus on more convertible prospects, while automating task management and workflow.
The company launched in 2015 and grew steadily in its early years, but the period since 2021 has seen it enter a rapid scale up. Now its customer base includes the likes of Autodesk, Stripe, Docusign and Yelp.
Apollo now intends to keep the upward momentum going, having secured major funding in mid-2023 and is also investing heavily in India as its R&D center, where there’s a burgeoning pool of tech talent. In early 2023, Apollo reported record revenue numbers and appointed a new CPO, indicating a solidification of these aims.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
75% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2023
$100m
SERIES D
Mar 2022
$110m
SERIES C
Total funding: $251.2m
Company benefits
- Remote first
- Great compensation package and culture
Company values
- Be Customer Obsessed - We are obsessed with how to make our customers successful. Every decision we make should be in service of our customer’s success, as their success comes hand-in-hand with ours.
- Speak and Act Courageously - We aren’t afraid to fail; we are more afraid not to try. We admire team members who take calculated risks and experiment. We aren’t afraid to challenge the status quo.
- Take Ownership - We acknowledge that this is OUR company. Nothing is ever “someone else’s problem”: if we see a gap, we are proactive in addressing it. We uphold excellence and are accountable to each other and to ourselves.
- Learn Voraciously - We are always curious, seeking out opportunities to learn and to better ourselves. We adopt a growth mindset and are motivated by the gaps we see in ourselves and our businesses.
- Move with Focus and Urgency - We identify the few things which will have the biggest impact, and move fast to achieve them.
- We are all for one - We win and lose as one team. We rally around people and invest in each others’ growth: whether it’s celebrating wins, lending a hand or giving constructive feedback.
Company HQ
SoMa, San Francisco, CA
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