Account Manager, Apollo.io
SMB
3+ days a week in office
AI sales platform
Job no longer available
AI sales platform
201-500 employees
Job no longer available
3+ days a week in office
201-500 employees
Company mission
To build the future of go-to-market solutions.
Role
Who you are
- Have at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (<200 employees), working majority expansion opportunities and owning retention. (SaaS experience is a plus)
- 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
What the job involves
- As an Account Manager within our SMB segment (1 to 200 employees), you will drive expansion revenue and retention across a book of business (~300 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
- 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
Salary benchmarks
Our take
Today, businesses are struggling to make their go-to-market (GTM) strategies simple, connected, and intelligent. In most organizations, sales and marketing teams juggle a maze of disconnected tools just to reach the right customers and close deals. This results in a lot of manual work and missed opportunities. So Apollo.io is stepping in to fill the gap and redefine how modern revenue teams operate by unifying the entire GTM process under one AI-powered roof.
It's trusted by millions of users and over 550,000 companies, including fast-growing startups to established enterprises like Autodesk and Cyera. Apollo's strength lies in combining B2B data with advanced AI to automate everything from prospecting and outreach to deal management and data enrichment. And its new "Agentic End-to-End GTM Platform" takes this one step further by introducing AI agents that act as co-pilots, working alongside sales and marketing teams to research leads, personalize outreach, and streamline workflows.
Recently, the company surpassed $100M in annual recurring revenue, expanding its leadership team with veterans from Zendesk, Intercom, Box, and Miro, and even launched a major product overhaul centered on its new "Vibe GTM" approach. And with its Agentic platform now bringing AI into every stage of the customer journey, Apollo sure is positioning itself to define the next era of AI-powered sales.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
75% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Aug 2023
$100m
SERIES D
Mar 2022
$110m
SERIES C
Total funding: $251.4m
Company benefits
- Remote & in-person roles: Work from wherever you thrive, with all the tools and support you need to be successful.
- Flexible time off: We don't count vacation days. When you need a break, take it — no strings attached.
- Competitive pay: We offer strong salaries, performance bonuses, and equity opportunities for most roles.
- Global healthcare coverage: Medical, dental, and vision benefits are available in the US, Canada, India, and other supported countries.
- Office and learning stipend: Get support for your growth with stipends for books, courses, and home office setup.
- Mental health and coaching support: Access professional coaching and mental health resources for you and your dependents.
Company HQ
SoMa, San Francisco, CA
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