Account Manager, SMB

Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. As an Account Manager within the SMB segment, you will drive expansion revenue and retention across a book of business while ensuring customers achieve their desired outcomes with the platform.ResponsibilitiesManage the entire sales process from initial conversation, trial management, negotiation, legal, and close with an average deal cycle of 30 days or lessNegotiate a high volume of renewals (~10) each month within your book of businessManage a pipeline of primarily inbound inquiries from your book of business to identify, engage, and develop relationships with potential buyersResponsible for taking 5+ meetings per day between upsells and renewals, running 25+ meetings per weekConsistently create 3x pipeline month over monthAchieve and exceed monthly and quarterly quotasCapable 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 meetingsConfident handling objections with a prospect on a callAbility to tier your account list to identify top expansion opportunities as well as top ‘at risk’ accountsProficient 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 outcomesCollaborate with businesses that have a maximum of 200 employeesCommunicate directly with Director and above level contacts primarily within the sales, marketing, and RevOps departmentsAbility to effectively articulate how our platform can solve customer challenges to drive expansion opportunitiesClearly articulate an overview of your pipeline and deals in your funnel at each stageAccurately predicting your most likely outcome within a 10% marginBring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the futureEngage as your unique self in a diverse, inclusive and high-performing teamThrive in a competitive environment, embracing challenges, enjoying objection handling, and using setbacks as fuel to improve and winHave a positive outlook, a strong ability to take responsibility for successes and failures, and a relentless drive to keep improvingMaintain a sharp focus on your goals and a belief that your daily, weekly and monthly activities will help achieve themPossess a competitive spark, a hunger to win, and a determination to outperform in a fast-paced, high-stakes environmentBe 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 sellingSkillsHave at least 1 year of experience owning a large book of existing accounts (~500+ accounts) within the SMB segment (Top performer in your current roleProven track record of consistently meeting targets, min of 3 trailing quartersExperience using strong consultative selling skills & sales process in their day to dayAbility to communicate, present to, and influence key stakeholders across both technical and non-technical rolesAdaptable with the ability to pick up new technologies, assess situations quickly, and find smarter ways to achieve goalsCoachable— loves to learn, receive feedback, and improve their skillsMust be willing to be in office 3 days per weekBenefitsEquityCompany bonus or sales commissions/bonuses401(k) planAt least 10 paid holidays per yearFlex PTOParental leaveEmployee assistance program and wellbeing benefitsGlobal travel coverageLife/AD&D/STD/LTD insuranceFSA/HSA and medical, dental, and vision benefitsCompany OverviewBuilding the industry’s first fully agentic GTM platform, transforming how revenue teams execute It was founded in 2015, and is headquartered in San Francisco, California, USA, with a workforce of 501-1000 employees. Its website is https://www.apollo.io.



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