ZenProspect (now Apollo)
Join to apply for the
Account Manager II, SMB
role at
ZenProspect (now Apollo)
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. Apollo.io provides sales and marketing teams with verified contact data for over 210 million B2B contacts and 35 million companies, along with tools to engage and convert these contacts in one unified platform.
Role overview
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 manage and grow relationships with existing customers, ensuring they achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. You will work 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 renewals (~10 per month) within your book of business.
Manage a pipeline of inbound inquiries to identify, engage, and develop relationships with potential buyers.
Take 5+ meetings per day between upsells and renewals; 25+ meetings per week.
Consistently create 3x pipeline month over month and achieve/exceed quotas.
Own your schedule: conduct initial meetings, demos, CRM hygiene, customer escalations, follow-ups, pricing calls, and various company meetings.
Confidently handle objections on calls.
Sales Strategy & Deal Management
Tier your account list to identify top expansion opportunities and at-risk accounts.
Proficient in the Discovery step; ask consultative questions and listen to tie outcomes to value.
Collaborate with businesses that have up to 200 employees.
Communicate with Directors and above in sales, marketing, and RevOps.
Articulate how the platform solves customer challenges to drive expansion.
Provide clear pipeline and deal visibility at each stage.
Accurately forecast outcomes within a 10% margin.
Mindset & Behaviors
Contribute to Apollo values, culture, and vision; engage in a diverse, high-performing team.
Thrive in a competitive environment; handle objections and use setbacks to improve.
Take responsibility for successes and failures; maintain focus on goals.
Be a self-starter, proactive, and resilient in the face of objections.
Collaborate with leadership to support selling.
Qualifications
At least 1 year of experience owning a large book of existing SMB accounts (≈500+), focusing on expansion and retention. SaaS experience is a plus.
Top performer in current role with a proven track record of meeting targets (minimum 3 trailing quarters).
Strong consultative selling skills and a solid sales process in day-to-day work.
Ability to communicate, present to, and influence both technical and non-technical stakeholders.
Adaptable with the ability to learn new technologies quickly and find smarter ways to achieve goals.
Coachable— loves to learn, receive feedback, and improve skills.
Willing to be in office 3 days per week.
Compensation and benefits
The listed pay range reflects base salary range; for sales roles, the range includes On Target Earnings (OTE) and base salary. The final range will be narrowed during the interview process based on experience, qualifications, and location. Annual Pay Range:
$120,000 USD - $130,000 USD .
Additional benefits may include equity; 401(k); paid holidays; flex PTO; parental leave; employee assistance program; wellbeing benefits; global travel coverage; life/AD&D/STD/LTD; FSA/HSA and medical, dental, and vision benefits.
About Apollo
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for customers and expect the same mindset from our team. If you’re energized by finding smarter, faster ways to get things done using AI and automation, you’ll thrive here.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Technology, Information and Internet
#J-18808-Ljbffr
Account Manager II, SMB
role at
ZenProspect (now Apollo)
Apollo.io is the leading go-to-market solution for revenue teams, trusted by over 500,000 companies and millions of users globally. Apollo.io provides sales and marketing teams with verified contact data for over 210 million B2B contacts and 35 million companies, along with tools to engage and convert these contacts in one unified platform.
Role overview
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 manage and grow relationships with existing customers, ensuring they achieve their desired outcomes with our platform, maximizing account value, and identifying expansion opportunities. You will work 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 renewals (~10 per month) within your book of business.
Manage a pipeline of inbound inquiries to identify, engage, and develop relationships with potential buyers.
Take 5+ meetings per day between upsells and renewals; 25+ meetings per week.
Consistently create 3x pipeline month over month and achieve/exceed quotas.
Own your schedule: conduct initial meetings, demos, CRM hygiene, customer escalations, follow-ups, pricing calls, and various company meetings.
Confidently handle objections on calls.
Sales Strategy & Deal Management
Tier your account list to identify top expansion opportunities and at-risk accounts.
Proficient in the Discovery step; ask consultative questions and listen to tie outcomes to value.
Collaborate with businesses that have up to 200 employees.
Communicate with Directors and above in sales, marketing, and RevOps.
Articulate how the platform solves customer challenges to drive expansion.
Provide clear pipeline and deal visibility at each stage.
Accurately forecast outcomes within a 10% margin.
Mindset & Behaviors
Contribute to Apollo values, culture, and vision; engage in a diverse, high-performing team.
Thrive in a competitive environment; handle objections and use setbacks to improve.
Take responsibility for successes and failures; maintain focus on goals.
Be a self-starter, proactive, and resilient in the face of objections.
Collaborate with leadership to support selling.
Qualifications
At least 1 year of experience owning a large book of existing SMB accounts (≈500+), focusing on expansion and retention. SaaS experience is a plus.
Top performer in current role with a proven track record of meeting targets (minimum 3 trailing quarters).
Strong consultative selling skills and a solid sales process in day-to-day work.
Ability to communicate, present to, and influence both technical and non-technical stakeholders.
Adaptable with the ability to learn new technologies quickly and find smarter ways to achieve goals.
Coachable— loves to learn, receive feedback, and improve skills.
Willing to be in office 3 days per week.
Compensation and benefits
The listed pay range reflects base salary range; for sales roles, the range includes On Target Earnings (OTE) and base salary. The final range will be narrowed during the interview process based on experience, qualifications, and location. Annual Pay Range:
$120,000 USD - $130,000 USD .
Additional benefits may include equity; 401(k); paid holidays; flex PTO; parental leave; employee assistance program; wellbeing benefits; global travel coverage; life/AD&D/STD/LTD; FSA/HSA and medical, dental, and vision benefits.
About Apollo
Apollo.io is an AI-native company built on a culture of continuous improvement. We’re on the front lines of driving productivity for customers and expect the same mindset from our team. If you’re energized by finding smarter, faster ways to get things done using AI and automation, you’ll thrive here.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Technology, Information and Internet
#J-18808-Ljbffr