Apollo
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. 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.
As an
Account Manager within our SMB segment
(1 to 200 employees), you will drive expansion revenue and retention across a book of business (~500 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. This is a
Hybrid
role, three days in office. Day in the Life
Pipeline & Sales Process Execution
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.com 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.
Sales Strategy & Deal Management
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.
Mindset and Behaviors
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.
Qualifications
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 The listed Pay Range reflects base salary range, except for sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Annual Pay Range $120,000 — $130,000 USD Additional benefits for this role may include equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and 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. Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. Why You’ll Love Working at Apollo: At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. We take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
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Account Manager within our SMB segment
(1 to 200 employees), you will drive expansion revenue and retention across a book of business (~500 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. This is a
Hybrid
role, three days in office. Day in the Life
Pipeline & Sales Process Execution
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.com 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.
Sales Strategy & Deal Management
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.
Mindset and Behaviors
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.
Qualifications
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 The listed Pay Range reflects base salary range, except for sales roles, the range provided is the role’s On Target Earnings ("OTE") range, meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location. Annual Pay Range $120,000 — $130,000 USD Additional benefits for this role may include equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year, flex PTO, and 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. Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for our customers—and we expect the same mindset from our team. Why You’ll Love Working at Apollo: At Apollo, we’re driven by a shared mission: to help our customers unlock their full revenue potential. We take extreme ownership of our work, move with focus and urgency, and learn voraciously to stay ahead.
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